Comments on: Ask the coach: Well the world was asked but the coach answered http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html Tue, 09 Feb 2010 22:23:27 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Rob Lewis http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html/comment-page-1#comment-728 Rob Lewis Sat, 19 Jul 2008 05:16:02 +0000 http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html#comment-728 Karl, Great post and you are right on! The only accurate bullets are the ones that will pierce the skin of your prospective buyer. I will use Construction equipment as an analogy. You can give the guy the best speech in the world about how valuable your product is and how much it will save them, but if you didn't get out them in the beginning that they only care about digging depth and horsepower, the competition will and they will buy the more expensive, less efficient competitor because he found out what they REALLY want!! Selling isn't a matter of what they NEED, it is what they WANT! Karl,

Great post and you are right on! The only accurate bullets are the ones that will pierce the skin of your prospective buyer. I will use Construction equipment as an analogy. You can give the guy the best speech in the world about how valuable your product is and how much it will save them, but if you didn’t get out them in the beginning that they only care about digging depth and horsepower, the competition will and they will buy the more expensive, less efficient competitor because he found out what they REALLY want!! Selling isn’t a matter of what they NEED, it is what they WANT!

]]> By: The Entrepreneurial Salesman » Toronto and back by First Border http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html/comment-page-1#comment-716 The Entrepreneurial Salesman » Toronto and back by First Border Sat, 12 Jul 2008 15:56:40 +0000 http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html#comment-716 [...] Goldfield, that sales training genius of the startup sales world has asked in his latest post… well the world was asked bust the coached answered… and I would advise you don a pair of sunglasses before attempting to read the post… Karl has a [...] [...] Goldfield, that sales training genius of the startup sales world has asked in his latest post… well the world was asked bust the coached answered… and I would advise you don a pair of sunglasses before attempting to read the post… Karl has a [...]

]]> By: Sales Management 2.0 http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html/comment-page-1#comment-714 Sales Management 2.0 Sat, 12 Jul 2008 03:59:26 +0000 http://salesblog.karlgoldfield.com/2008/07/ask-the-coach-well-the-world-was-asked-but-the-coach-answered.html#comment-714 Karl I think you were spot on... I think a lot of sales people like to throw out every feature they can think of as they are selling without first understanding what the client really needs. My opinion and people can take from it what they will... is if you keep hearing you must have hacky code every time you talk about how fast you are; then you are most likely talking to a lot of people that do not view speed as a highly desirable benefit. I have a Porsche 914 that I rally in and anyone who wrenches on race cars will tell you with parts your choices are fast, cheep, high quality... pick any two. I'm sure in the software industry it is no different. Talk to your client, understand their needs, and then discuss the features you have that fit a expressed need. Only then is your feature truly a benefit. Just my .02 though. -Brad Trnavsky Karl I think you were spot on… I think a lot of sales people like to throw out every feature they can think of as they are selling without first understanding what the client really needs.

My opinion and people can take from it what they will… is if you keep hearing you must have hacky code every time you talk about how fast you are; then you are most likely talking to a lot of people that do not view speed as a highly desirable benefit.

I have a Porsche 914 that I rally in and anyone who wrenches on race cars will tell you with parts your choices are fast, cheep, high quality… pick any two. I’m sure in the software industry it is no different.

Talk to your client, understand their needs, and then discuss the features you have that fit a expressed need. Only then is your feature truly a benefit. Just my .02 though.

-Brad Trnavsky

]]>