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« Fear of switching | Main | Do people care? »

The death of the sales call?

I wonder if the sales call has a lot of life left in it.

Before you faint, let me get my terms straight: I think a sales call is a meeting (in person or on the phone) when a salesperson endeavors to sell something to a prospect, and where the prospect is doing the salesperson some sort of service by being there.

Today, though, with streamlined organizations, there are plenty of people who no longer have the time to politely listen to a sales call in order to not offend a b2b salesperson.

And with so many shopping options available, I'm not sure many consumers have the time or desire either.

Instead, I think we're seeing the rise of the buying call.

I have a problem. I'm willing to talk to a buyperson (okay, bad neologism) to help me solve it.

My factory needs to be more efficient. I want to buy a solution. I call a salesperson.

My publishing company needs to grow. I'm eager to have a meeting with an author who will show me a new book that will help me do that.

What changes more than the words is the posture. If you ever find yourself in a meeting, arms folded, barely paying attention, waiting for the salesperson to leave, the right question to ask yourself is, "Why did you bother wasting your time by going?" If you're going to go to a meeting with a salesperson, the new expectation is that you'll come armed with questions, eager to learn what you need, ready to buy the moment you find the right solution.

An unprepared salesperson should be shown the door. What about an unprepared or unmotivated buyer?

When a salesperson gets asked, "Hey, are you trying to sell me something," the best answer may be, "I sure am, and if you're not here to buy something, we should both be somewhere else..."

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Listed below are links to weblogs that reference The death of the sales call?:

» Are Sales Calls Dead? from Manage To Change
Seth Godin says the sales call is dying. He defined the sales call as “…a meeting (in person or on the phone) when a salesperson endeavors to sell something to a prospect, and where the prospect is doing the salesperson [Read More]

» Death of the sales call from More Sales without Cold Calling!
A big part of my training is explaining the difference between BUYING and SELLING and getting salespeople to stop selling, and make people want to buy instead. Seth Godin today on his blog talks about the death of the sales [Read More]

» Want to sell more? Help your prospects make the best buying decision. from Smart Marketing
Two things came to mind when I read this this post. First, it points out the true value of professional salespeople. It tells us why (if they're doing their job right) we will always need salespeople. Second, it tells us what our real job is when we'... [Read More]

» Want to sell more? Help your prospects make the best buying decision. from Smart Marketing
Seth Godin was kind enough to provide us with our topic for today. Thanks Seth! He writes about the death of the "sales call" as we know it. "I think a sales call is a meeting (in person or on the phone) when a salesperson endeavors to sell something ... [Read More]

» Seth On Selling from LandingTheDeal
I think our LandingTheDeal interview series with uber-marketer Seth Godin infected him with a little sales bug because he has two really thought provoking posts on sales, sales calls, and sales people. First, he wonders aloud if sales calls... [Read More]

» The Demise of the Sales Call? from AccountHUNTER
Tonight while bouncing around the web looking for nuggets of gold to blog, I came across this piece from SethGodin.com regarding the death of the sales call. Not a complete death, mind you, but more of a metamorphisis. Godin makes a strong... [Read More]

» death of the home phone from Can I Get A What What
Link: Seth's Blog: The death of the sales call?. All I know is that today I cancelled my home phone service. I'm fed up with paying $70 a month to have sales people call me all day. Anyone worth talking [Read More]

» Zeitverschwendung... from CRM mit WICE Customer Relationship Management
Seth Godin bringt es auf den Punkt: An unprepared salesperson should be shown the door. What about an unprepared or unmotivated buyer? When a salesperson gets asked... [Read More]

» Do Your Sales People Get Invited to Meetings? from The Blueprint
Seth Godin has an excellent post that hits the essence of consultative selling. If your customers see your sales staff as an expert they will seek their expertise to solve difficult problems. If your customer is already well educated on the problem and... [Read More]

» Selling in a Changing World from Epic Living
Seth Godn's June 12th Blog on the death of a sales call speaks volumes about changes in the way people buy. I'm most fascinated by the fact that some salespeople (if you can call them that) are still trying practice [Read More]

» Even Incoming Sales Calls Are Dead from FreshBooks Blog
Just after getting off a call with a potential client today, I happened across Seth Godins post about sales calls: I wonder if the sales call has a lot of life left in it. Before you faint, let me get my terms straight: I think a sales call is ... [Read More]

» The Sales Call from Smart Innovation
Seth Godin recently blogged on the death of the sales call in which he discussed why the sales call is outmoded and and close to extinction. He's ABSOLUTELY RIGHT, the traditional sales call should be relegated to the trash heap. [Read More]

« Fear of switching | Main | Do people care? »