http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/ Entrepreneurial Leadership and Management . . . and Other Stuff Thu, 09 Sep 2010 17:09:14 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-88 Scott Seaton Fri, 13 Oct 2006 02:45:37 +0000 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-88 I would add that salespeople want to take the long view with every customer they come in contact with and try to appear honest, credible and someone who is genuinely interested in helping that customer solve their problem.  The reason is simple.  The salesperson is likely to be calling on that customer again in the future when they’re working for a different company, and you want that person to take your phone call. I would add that salespeople want to take the long view with every customer they come in contact with and try to appear honest, credible and someone who is genuinely interested in helping that customer solve their problem.  The reason is simple.  The salesperson is likely to be calling on that customer again in the future when they’re working for a different company, and you want that person to take your phone call.

]]> http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-106038 Scott Seaton Fri, 13 Oct 2006 02:45:00 +0000 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-106038 I would add that salespeople want to take the long view with every customer they come in contact with and try to appear honest, credible and someone who is genuinely interested in helping that customer solve their problem.  The reason is simple.  The salesperson is likely to be calling on that customer again in the future when they’re working for a different company, and you want that person to take your phone call. I would add that salespeople want to take the long view with every customer they come in contact with and try to appear honest, credible and someone who is genuinely interested in helping that customer solve their problem.  The reason is simple.  The salesperson is likely to be calling on that customer again in the future when they’re working for a different company, and you want that person to take your phone call.

]]> http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-128 Will Sat, 05 Aug 2006 14:38:41 +0000 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-128 Good point.  Especially for a relatively junior rep who is going to have a manager looking over his/her shoulder a lot.  Hopefully the manager is skilled enough to understand the value. Good point.  Especially for a relatively junior rep who is going to have a manager looking over his/her shoulder a lot.  Hopefully the manager is skilled enough to understand the value.

]]> http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-106039 Will Sat, 05 Aug 2006 14:38:00 +0000 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-106039 Good point.  Especially for a relatively junior rep who is going to have a manager looking over his/her shoulder a lot.  Hopefully the manager is skilled enough to understand the value. Good point.  Especially for a relatively junior rep who is going to have a manager looking over his/her shoulder a lot.  Hopefully the manager is skilled enough to understand the value.

]]> http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-129 Dave Jilk Fri, 04 Aug 2006 23:21:12 +0000 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-129 Important for a rep who is planning on using this approach to get buy-in from his manager/VP.  Some of them can be shortsighted and not see the long-term potential. Important for a rep who is planning on using this approach to get buy-in from his manager/VP.  Some of them can be shortsighted and not see the long-term potential.

]]> http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-106040 Dave Jilk Fri, 04 Aug 2006 23:21:00 +0000 http://www.2-speed.com/2006/08/selling-how-to-make-the-best-out-of-a-second-place-finish/#comment-106040 Important for a rep who is planning on using this approach to get buy-in from his manager/VP.  Some of them can be shortsighted and not see the long-term potential. Important for a rep who is planning on using this approach to get buy-in from his manager/VP.  Some of them can be shortsighted and not see the long-term potential.

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