Comments on: Has Professional Selling Undergone A Personality Bypass?

By: Jonathan Farrington

Jonathan Farrington — Thu, 07 Jan 2010 12:05:06 +0000

Thank you David – I particularly liked the hunting analogy!!

By: Angela de Jesus

Angela de Jesus — Thu, 07 Jan 2010 07:47:24 +0000

This is a great post! I can see that you have put a lot of hard work on your blog. I'm sure I'd visit here more often. You can also drop by our website. It's mainly about affordable seo services . You might know someone who might be interested. =)

By: David Tyner

David Tyner — Thu, 07 Jan 2010 01:56:17 +0000

Jonathan, I feel that samey smells quite gamey…equally shocking to me is the notion of reducing sales to a scorecard because Harvard said to do it. Division of sales labor now has most sales people not doing the selling activities that made one think on their feet and sprinkle a little likeability into the soup. Many sales people do not prospect at all, not a chance to develop the relationship from inception. Kind of reminds me of hunting on a preserve with a guide to tell you where to shoot…where’s the sport in that? Thank you for this food for thought.

By: Jonathan

Jonathan — Wed, 06 Jan 2010 14:33:39 +0000

There you go again, what’s with the “old”

By: Nancy Bleeke

Nancy Bleeke — Wed, 06 Jan 2010 14:03:40 +0000

Well Jonathan – ‘samey’ makes a lot of sense! Whether its fear, or lack of confidence or not knowing WHAT or HOW to sell with all the negative press about everything, salespeople are losing themselves!
I’m on a “genuine’ kick – when we follow good process, use effective productivity tools while being ourself – we connect more easily and thus sell more because our prospects will trust us.
When we aim to be someone else or emulate them outside of who we really are (like ‘acting interested’), others feel something ‘isn’t right’ and trust is reduced and the sale cycle increases or fails.

P.S. I looked up ‘bloke’, my reference to you in the Top predictions post, and it says a ‘man who is (usually) old and eccentric’ – but in my mind a bloke is a good old chap – someone fun to be around, and that describes you…even your eccentricities!