Comments on: The Evolving Role Of The Sales Professional—The Sales Person As Diagnostician http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/ Making A Difference - In Business and Your Personal Life Thu, 09 Feb 2012 22:53:03 +0000 hourly 1 http://wordpress.org/?v=3.3 By: David Brock http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-8913 David Brock Mon, 14 Feb 2011 00:10:42 +0000 http://partnersinexcellenceblog.com/?p=375#comment-8913 Great comment Bernadette. The old methods won't work---even the solutions selling approaches are limited. Sales people have to really understand their customers businesses and provide real leadership in helping them improve their businesses. Thanks for your continued contributions. Regards, Dave Great comment Bernadette. The old methods won’t work—even the solutions selling approaches are limited. Sales people have to really understand their customers businesses and provide real leadership in helping them improve their businesses. Thanks for your continued contributions. Regards, Dave

]]> By: Bernadette McClelland http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-8910 Bernadette McClelland Sun, 13 Feb 2011 18:48:34 +0000 http://partnersinexcellenceblog.com/?p=375#comment-8910 Hi Dave, thought provoking post yet again. I believe that the depth of a salesperson's skill to sell their product is needing to go deeper because the clients are so much more educated therefore the buying strategies are different that in the past. This leads me to two different thought patterns - one being the salesperson must choose to educate themselves even more and shift their selling strategy in order to not just help the client find out their needs and wants, but understand them. Hi Dave, thought provoking post yet again. I believe that the depth of a salesperson’s skill to sell their product is needing to go deeper because the clients are so much more educated therefore the buying strategies are different that in the past. This leads me to two different thought patterns – one being the salesperson must choose to educate themselves even more and shift their selling strategy in order to not just help the client find out their needs and wants, but understand them.

]]> By: Leaping To Solutions! Are We Solving The Right Problem? | Partners in EXCELLENCE Blog -- Making A Difference http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-4756 Leaping To Solutions! Are We Solving The Right Problem? | Partners in EXCELLENCE Blog -- Making A Difference Thu, 22 Jul 2010 16:55:07 +0000 http://partnersinexcellenceblog.com/?p=375#comment-4756 [...] problem” is.  It’s a real problem, I wrote about it in a post almost a year ago: “The Evolving Role Of The Sales Person–The Sales Person As Diagnostician”  It addresses the issue of sales people leaping to solutions and not solving the right problem.  [...] [...] problem” is.  It’s a real problem, I wrote about it in a post almost a year ago: “The Evolving Role Of The Sales Person–The Sales Person As Diagnostician”  It addresses the issue of sales people leaping to solutions and not solving the right problem.  [...]

]]> By: David Brock http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-1101 David Brock Thu, 24 Dec 2009 00:05:14 +0000 http://partnersinexcellenceblog.com/?p=375#comment-1101 Dave, thanks for the nice comment. All of what you discuss is part of the "thought-full" approach to sales that I am advocating. Also, I think the focus should be less on "sales-mechanisms" and more on "buying mechanisms." The more effectively the sales person can understand the customer buying process and help facilitate it, the more effective they will be. Thanks for the comment. Keep visiting and contributing! Regards, Dave Dave, thanks for the nice comment. All of what you discuss is part of the “thought-full” approach to sales that I am advocating. Also, I think the focus should be less on “sales-mechanisms” and more on “buying mechanisms.” The more effectively the sales person can understand the customer buying process and help facilitate it, the more effective they will be.

Thanks for the comment. Keep visiting and contributing! Regards, Dave

]]> By: Dave Sweeting http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-1098 Dave Sweeting Wed, 23 Dec 2009 16:04:22 +0000 http://partnersinexcellenceblog.com/?p=375#comment-1098 Some very interesting points being made here. However, in my opinion there are only 2 motivating factors that trigger the "sales mechanism". 1) Need and 2) Want. Therefore it is imperative the salesperson quickly establishes which motivation is involved and THEN starts to "diagnos"/"qualify" it. Need tend to be the hard of the 2 because the prospect doesn't neccessarily "want" the solution. Want however.....well, you have a very captive audience and ask almost any question and gain a positive response. Some very interesting points being made here. However, in my opinion there are only 2 motivating factors that trigger the “sales mechanism”. 1) Need and 2) Want. Therefore it is imperative the salesperson quickly establishes which motivation is involved and THEN starts to “diagnos”/”qualify” it. Need tend to be the hard of the 2 because the prospect doesn’t neccessarily “want” the solution. Want however…..well, you have a very captive audience and ask almost any question and gain a positive response.

]]> By: Jim Cundiff http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-1003 Jim Cundiff Tue, 08 Dec 2009 20:18:08 +0000 http://partnersinexcellenceblog.com/?p=375#comment-1003 Isn't this approach the same thing that Jeff Thull has been preaching for years - including the physician analogy? Isn’t this approach the same thing that Jeff Thull has been preaching for years – including the physician analogy?

]]> By: Brian Jeffrey http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-1001 Brian Jeffrey Tue, 08 Dec 2009 13:10:53 +0000 http://partnersinexcellenceblog.com/?p=375#comment-1001 I agree with the premise of the salesperson as a diagnostician but see it as a repackaging of the philosophy of the salesperson as a problem solver. Having said that, there is absolutely nothing wrong with presenting a valid concept in a new and intriguing manner, particularly if it opens the mind of people to a better and more professional way to sell. I agree with the premise of the salesperson as a diagnostician but see it as a repackaging of the philosophy of the salesperson as a problem solver. Having said that, there is absolutely nothing wrong with presenting a valid concept in a new and intriguing manner, particularly if it opens the mind of people to a better and more professional way to sell.

]]> By: David Brock http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-260 David Brock Tue, 08 Sep 2009 12:58:05 +0000 http://partnersinexcellenceblog.com/?p=375#comment-260 Keith and Paul, thanks for your outstanding points. They really expand the discussion. I appreciate your participation! Regards, Dave Keith and Paul, thanks for your outstanding points. They really expand the discussion. I appreciate your participation! Regards, Dave

]]> By: Keith Bossey http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-259 Keith Bossey Tue, 08 Sep 2009 12:10:38 +0000 http://partnersinexcellenceblog.com/?p=375#comment-259 I agree that this is not merely about qualification, that it goes deeper. While some of the best salespeople do act as consultants, looking to solve business problems, I think that they do it in spite of, not because of the training that they've received and the compensation plan they operate under. Paul's point that prospects now may now more about your products than you do is an accurate one. Salespeople have always been trained to ask good questions. They must now be trained and incentivized to ask questions that lead to solid business outcomes for all parties. I agree that this is not merely about qualification, that it goes deeper. While some of the best salespeople do act as consultants, looking to solve business problems, I think that they do it in spite of, not because of the training that they’ve received and the compensation plan they operate under. Paul’s point that prospects now may now more about your products than you do is an accurate one. Salespeople have always been trained to ask good questions. They must now be trained and incentivized to ask questions that lead to solid business outcomes for all parties.

]]> By: Paul Simon http://partnersinexcellenceblog.com/the-evolving-role-of-the-sales-professional-the-sales-person-as-diagnostician/comment-page-1/#comment-258 Paul Simon Tue, 08 Sep 2009 01:13:08 +0000 http://partnersinexcellenceblog.com/?p=375#comment-258 Your post reminded me of an article I read recently that said in many cases, prospects may know more about your product or services than you do thanks to the power of the Internet. It makes sense, then, that your value as a diagnostician rises accordingly. I use the Internet extensively and when I need with a purchase, it's because I have a problem that needs solving. Salespeople who can identify the pain and diagnose appropriately are good in my book. Your post reminded me of an article I read recently that said in many cases, prospects may know more about your product or services than you do thanks to the power of the Internet. It makes sense, then, that your value as a diagnostician rises accordingly. I use the Internet extensively and when I need with a purchase, it’s because I have a problem that needs solving. Salespeople who can identify the pain and diagnose appropriately are good in my book.

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