Holy Cow, I'm going to need a whole case of tabasco sauce for your tongue with this book. Not only the review, but the replies. I'll need addresses for these people too. Where did I go wrong? #@*(!) kids.
Chris Lytle's book is the basis of my company's sales approach. I like to think of it as "sales with dignity." As in, you work with your customer as a resource and PARTNER, not as someone doing anything (up to and including self-subjugation) to get the sale.
I'm not actually a sales person, I was a project manager and now do vendor management and QC dept stuff (and also pursue dual career freelance work - throwing back to an earlier post.) On client meetings we do all the sales meeting prep stuff, including giving the client an assignment when possible, and it works for us. We also seed the clients and determine whether they are a good fit for working with us in the process. Customers that are only interested in price aren't a good fit for us, and we choose not to pursue them.
Glad to hear you love the approach and my comment resonated with you!
I just wanted to comment on yesterday’s comment from iBLF.
The training and book that you quoted from was the very first sales training book that I ever bought, and one that I still love. I have since had the pleasure of meeting Chris Lytle in person and benefited from his in person training.
I say that I had the pleasure because when he sat down at my table for lunch, I introduced myself to him, thinking that he was a new guy from another division. When he introduced himself I blathered on like a schoolgirl. He was very gracious. I finally shut up and let him eat his lunch, but I was the happiest rep in the room.
The best part is that those phrases really work. I have gotten more appointments telling prospects that it is a “non decision making, fact finding meeting." (The truth! Go figure!) And stating up front in our initial meeting “This is how I work” puts us immediately on an equal footing. I have had prospects tell me that it is how THEY work that matters, not me. I learned to disengage with them fairly quickly because I knew that our business relationship was never going to work.
The other thing that I have used very successfully is the “interruption” letter.
So...... this all has nothing to do with relationships, or the books from yesterday and today..
My question is, well, I guess to be correct , my questions are, iBG when are you going to give away Chris Lytle’s book, or have you already and I just missed it? Also – to iBLF- are you successfully using those phrases in your business?
Holy cow iBG! This looks like a great book! I surely hope you throw one my way! I could tell you some stories about assholes I have worked with, past and present. Sometimes you wonder how they still have a job...
I bought this book over the weekend. It is AWESOME, especially if you work in an oppressive corporate culture. I have already lent it out and "sold" a few copies to others in my office. Great giveaway!
Holy Cow, I'm going to need a whole case of tabasco sauce for your tongue with this book. Not only the review, but the replies. I'll need addresses for these people too. Where did I go wrong? #@*(!) kids.
posted by inbubblewrapmom | February 21, 2007 01:06 PM
Hey IBG I bet you're going to get some great stuff to read from today's questions! Do share them =)
Also The Accidental Salesperson was the first sales book I ever read. Chris has got a rock-solid recc from me.
posted by Charles Romaella | February 21, 2007 12:51 PM
Hi Blue,
Chris Lytle's book is the basis of my company's sales approach. I like to think of it as "sales with dignity." As in, you work with your customer as a resource and PARTNER, not as someone doing anything (up to and including self-subjugation) to get the sale.
I'm not actually a sales person, I was a project manager and now do vendor management and QC dept stuff (and also pursue dual career freelance work - throwing back to an earlier post.) On client meetings we do all the sales meeting prep stuff, including giving the client an assignment when possible, and it works for us. We also seed the clients and determine whether they are a good fit for working with us in the process. Customers that are only interested in price aren't a good fit for us, and we choose not to pursue them.
Glad to hear you love the approach and my comment resonated with you!
posted by inBubbleLadyFriend | February 21, 2007 12:33 PM
I just wanted to comment on yesterday’s comment from iBLF.
The training and book that you quoted from was the very first sales training book that I ever bought, and one that I still love. I have since had the pleasure of meeting Chris Lytle in person and benefited from his in person training.
I say that I had the pleasure because when he sat down at my table for lunch, I introduced myself to him, thinking that he was a new guy from another division. When he introduced himself I blathered on like a schoolgirl. He was very gracious. I finally shut up and let him eat his lunch, but I was the happiest rep in the room.
The best part is that those phrases really work. I have gotten more appointments telling prospects that it is a “non decision making, fact finding meeting." (The truth! Go figure!) And stating up front in our initial meeting “This is how I work” puts us immediately on an equal footing. I have had prospects tell me that it is how THEY work that matters, not me. I learned to disengage with them fairly quickly because I knew that our business relationship was never going to work.
The other thing that I have used very successfully is the “interruption” letter.
So...... this all has nothing to do with relationships, or the books from yesterday and today..
My question is, well, I guess to be correct , my questions are, iBG when are you going to give away Chris Lytle’s book, or have you already and I just missed it? Also – to iBLF- are you successfully using those phrases in your business?
posted by Blue | February 21, 2007 11:34 AM
Holy cow iBG! This looks like a great book! I surely hope you throw one my way! I could tell you some stories about assholes I have worked with, past and present. Sometimes you wonder how they still have a job...
posted by Matt E | February 21, 2007 11:23 AM
I bought this book over the weekend. It is AWESOME, especially if you work in an oppressive corporate culture. I have already lent it out and "sold" a few copies to others in my office. Great giveaway!
posted by Amy DiLisio | February 21, 2007 10:52 AM