When Steve Jobs was courting John Sculley, then CEO of Pepsi, to be CEO of Apple, Jobs won Sculley over by asking, "Do you want to sell sugared water the rest of your life or do you want a chance to transform the world?" With the way that question was framed, Sculley could not resist and the rest was history. I used this story in a recent seminar I did for AC Lion, the leading interactive sales search firm, to illustrate the importance of knowing your client, not just his business needs and situation, but how he thinks,feels, and what fires him (or her) up. As companies scramble to innovate products and develop new strategies and business models -- all of which are very important for future success - it is equally important to remember one business factor that does not change: the ability to read and respond to the variety of buyers that cross your path. John D. Rockefeller said, "I will pay more for the ability to get along with people than for any other skill." This new blog promises to focus on the people and process sides of doing business,. That means strategies, skills, and insights into the substantive and mission critical conversations that occur throughout a sales process that lead to results. I hope you will find this blog to be an evergreen guide to building business in all economic times. All comments welcome.
Recommendation: Think you know about selling? Think again when you read Sharon Drew Morgan's hot off the press book, "Dirty LIttle Secrets:Why Sellers Can't Sell and Buyers Can't Buy." .