tag:blogger.com,1999:blog-19832077.post9146462032724260590..comments2012-01-19T10:03:33.710-08:00Tom Pisellohttp://www.blogger.com/profile/07209727039270770884noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-19832077.post-15313067026608825602012-01-04T11:29:32.094-08:002012-01-04T11:29:32.094-08:00Tom, <br />A really great article, you offer some of the most insightful views of Selling “Value” from a financial point of view. <br /><br />And, you offer some of the best tools to express “Value” financially to Customers or Prospects.<br /> <br />But, “The Tribe” is a non-Sales notion. Sales don’t have Tribal leaders, we have Sales Managers, and not always the best, forced upon us. “Insiders” who worked territories the week before, or “outsiders” who don’t “get” our problems. The current trend of the Tribal approach doesn’t wash in Sales. WE NEED RESULTS!<br /> <br />Changing to a new Sales tool, is like changing to a new Golf Club! And, if it’s one of the TWO Clubs we use most the Driver or the Putter, then the change ain’t gonna be easy! So, what makes a Golfer Change to a new Club?<br /><br />First and foremost it is DISSATISFACTION with their current Club. Too many short putts missed, no occasional long putts sunk. It must be the Putter, it can not be ME!<br /> <br />Having established a high level of DISSATISFACTION, then you can show the CAPABILITIES of the New Club. This is best done on the Driving Range, NOT live on the course in a Competition. <br /><br />IF, and I mean IF, I like the “feel” of the new club, then I will practice (you can also Coach Me). Then it’s off to the course, DOES IT WORK? That’s the question......then the new Club is in the bag, and the old Club is at the back of the garage with other “forgotten” friends!<br /><br />Brian MacIver, BMAC ConsultantsBrian MacIverhttp://www.blogger.com/profile/17916786061781373035noreply@blogger.com