Messaging: A rant about sales rants - prep and deliver
So my last sales message, sales preach, sales training, whatever you want to call it. My last delivery on the typical sales trainer and their myriad of suggestions on how to illicit information while sharing little. My diatribe on how you need to deliver especially when evangelizing the new, now must be tempered. The hand of discipline that thrusts down with vigor is called PREPARATION!
If you want to explain the value of what you offer, then invest as much time in crafting that message as you do in finding people to share it with. This will be a short post, and one that is right to the point. Why? I have read and reread this post aloud. To my daughter in an effort to make her chuckle. To myself in an effort to edit and heighten the message. If you are not getting the message at this point, then no love lost, but move on, I do not think you are ready to be my customer.
Tags: , Messaging
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August 27th, 2008 at 8:07 am
Right on, Karl! Sellers are sometimes like dogs. They run after prospects (cars) barking and making a fuss. When they finally catch up they often don’t know what to do!
August 28th, 2008 at 5:44 am
Karl, I couldn’t agree with you more that crafting your message is a vital component to selling. Tim: It’s been a good ten years since I’ve barked, but I still see a lot of barking around me, good observation.
Skip Anderson
September 7th, 2008 at 10:56 am
Great post Karl… Tim you painted a very vivid image for me thank you for sharing as well. I think the key to research is that it has to be meaningful and relevant. I have seen a lot of salespeople spend days doing research as a poorly veiled strategy to promote call reluctance. That being said… Research is essential if you want to secure appointments and write winning proposals.
Karl, How do you manage reps in relation to the research / selling activity balance?
-Brad
September 24th, 2008 at 1:03 pm
when it comes to messaging the prep delivery is the best option of them all.