Comments on: Stop Selling and Add Value

By: Satin

Satin — Thu, 22 Dec 2011 16:03:00 +0000

Very insightful article Mike, thank you.

What you say makes a lot of sense but I have to say I don’t necessarily agree with all of it. If we use words such as prospects/suspects etc and use selling techniques it doesn’t necessarily mean that we are treating those people with disrespect. Use of such terminology is merely modern business language which makes communication clearer. If I don’t use such terms then how do I have a meaningful business forecast discussion with my M.D. ?

I would agree that many of the outdated sales techniques which are still used now are an insult to a person’s intelligence but then again they always were ! They are no more dysfunctional now then they were back then. That said, I don’t think a “sales technique” is necessarily a bad thing – lets not be black & white about this. A sales technique provides structure to an essential business process. Do you think most software developers eg use a development tool or methodology ? Are they insulting the user by doing so ?

A good workman uses good tools. No matter which tools you use, if you simply do not understand your customer and treat him with respect, you’re on to a loser.

Wishing you all a happy and peaceful festive season.

By: Lori Meyer

Lori Meyer — Fri, 11 Feb 2011 17:05:00 +0000

Thanks so much for this GREAT perspective on what “selling” really should mean. My father was in sales more than 40 years ago, and even as a kid, I considered him ahead of his time — because he never approached potential clients merely as people to buy things from him. He focused on how his clients could be successful, and how what he was offering could meet their needs. If he were alive today, he would have loved your post.

Once again, many thanks!

By: mikemyatt

mikemyatt — Wed, 01 Dec 2010 14:44:57 +0000

Hi Peter:

Aligning problem solving, value creation and function with a title is a great idea – I only wish it happened more often. Thanks for sharing your insights Peter.

By: Peter

Peter — Wed, 01 Dec 2010 14:44:22 +0000

Language is so powerful because there are so many attached emotions and connotations. With respect to selling versus serving, I completely agree. I would even say that it is worth incorporating the real value you offer in the title. E.g. Xx solutions consultant may sound corny but if you solve their Xx problem (not your Xy sales quota) you have found a friend. If exchanging money for product/service is your value, oh boy.

By: mikemyatt

mikemyatt — Wed, 01 Dec 2010 14:41:23 +0000

Hi David:

Thank you for the kind words, and let me offer my congratulations for the huge increase in performance. I have but no doubt that your growth is directly tied to your focus on the right constituency. Thanks again for sharing your thoughts David.

By: mikemyatt

mikemyatt — Wed, 01 Dec 2010 14:35:37 +0000

Hi Tom:

Thanks for the comment and the kind words. I agree with your experience that looking for problem solvers and innovators will yield much greater fruit than entertaining sales people. Thanks again for stopping by Tom.

By: David McDaniels

David McDaniels — Wed, 01 Dec 2010 14:07:05 +0000

First of all, Mike, I read every blog you post and treat them as gold – so thanks for taking the time to write them. Love this post. The only thing that will ring true from now until forever in business is that everything should REvolve and Evolve around helping your customer base in the best way possible – and the way they want to be helped. It rings true on a daily basis in my business – and also why we’re up 30% I’m sales from this time last year .

By: pastortom2022

pastortom2022 — Wed, 01 Dec 2010 03:17:43 +0000

Great truth Mike. We are a very informed buyer and do not have to be sold. I equally look for problem solvers or fresh innovation and not salesmen. Your thoughts are always meaningful and insightful.

By: mikemyatt

mikemyatt — Tue, 30 Nov 2010 23:34:04 +0000

Hi Wayne:

Thanks for the comment. I'm in complete agreement with your thoughts about non-profits as their development organizations suffer many of the same woes as traditional sales organizations. Thanks for stopping by Wayne.

By: Wayne Elsey

Wayne Elsey — Tue, 30 Nov 2010 22:41:36 +0000

This is great Mike!

Very applicable in the nonprofit world too!