Welcome to my blog on selling. I hope to use this share my thoughts on selling as well as provide a line of communication between myself and the students and alumni of the Sales & Business Marketing Program at Western Michigan University. I hope to update it at least once a week.
Why the title, "Purposeful Selling?" Well, first that is the name of the selling oriented book I am working on - so I might as well do some blatent marketing! Second, because if I can have one impact on the world of selling it would be to get salespeople to take a more purposeful approach to their selling. If I could wave a magic wand salespeople would "wing-it" less and instead they would smartly apply preparation, good technique, and adaptive execution to their selling. I strongly believe if they could do this they would be more successful and we, the selling community, would go a long way towards achieving the goal of earning the title of professional salepeople.
A chance to talk selling and communicate with the Sales & Business Marketing Program Students and Alumni at Western Michigan University as well as my clients at PartnerBuilding.
Your Blog Author
- eckertja
- I am an Associate Professor of Sales & Marketing at Western Michigan University and also owner of PartnerBuilding, a sales training firm.
Tip of the Week
Price Doesn't Matter!
OK, maybe it matters a bit, but only as it relates to value. Price represents the bulk of the costs in the Value = Benefits - Costs equation. However, price is not analogous to value. So, can you stop right now and name the three most significant benefits that your company/products can provide? And can you go further and name the product based and relationship/service based top three benefits? And lastly can you explain why these benefits make the value equation end in a positive level of value? If the answer to any of these questions is no, or only a weak yes, stop right now and get firm, positive answers to those questions. Your buyers will always be asking them whether they verbalize it or not. And if you can't answer these questions then your sale will be all about price.
Labels / Tags
As this blog grows you may want to search for certain themes so I have started to label/tag the posts, so far the labels include: SBM Program, Education, Career, Admin. As more become relevant I will add them
Blog Archive
-
▼
2007
(20)
-
▼
April
(10)
- Post Graduation Homework
- Thoughts from Germany
- Lessons from Spring 2007 Semester
- Outstanding SBM Students
- Competing with that top producer - thoughts from A...
- Starting a topic.... don't wait for me
- National Collegiate Sales Competition (NCSC)
- Some SBM Program Survey Results
- Are you Trustworthy?TRUST: The belief that another...
- Purposeful Selling
-
▼
April
(10)
3 comments:
Yeah! First Comment - can I get a spot in the book? Ha!
Thanks for creating the blog Dr. Eckert - it should be interesting!
This blog is a great idea. Will there be room for just general situational comments or will it have to be specific to the blog post? Either way look for me soon.
Hi Dr. Eckert!
What a fantastic idea. I look forward to checking this blog often to keep in touch with fellow sales professionals and to use your insight and advice out in the field.
It is hard to beleive I have been out for over a year now. I still practice the skills tought to me through the SBM program...everyday. In fact, I am up for another promotion based on ideas I have applied from my education. I thank you for your dedication and appreciate all the time that goes into developing such a high-quality program!
Post a Comment