Collateral Damage: Are Brochures Derailing Your Sales?

Written by Jill Konrath

When companies introduce new products and services, everyone is excited and upbeat - especiallyrepparttar sales force. They have a new reason to go back to old customers, a chance to knock out competitors andrepparttar 127268 potential to have a great year selling.

Yet all too often, things don’t quite work out as planned and sales come in slower than everyone projected. The tension rises. Marketing and Sales start pointing fingers, blaming each other forrepparttar 127269 lackluster results.

Sound familiar? I can’t tell you how many times I’ve seen this happen in my years as a consultant. Lots of factors are involved, but today we’re going to look at one that salespeople have total control over.

Recently I worked with a company who had just introduced a new technology product. It was way ahead ofrepparttar 127270 competition and had a strong value proposition. I spent a day out inrepparttar 127271 field with one of their salespeople to get a better understanding of their sales process.

He was a real nice guy. He’d been withrepparttar 127272 company for thirteen years and always done a decent job. We had an appointment with a good prospect - someone he had called on before, but never done business with. The sales rep’s plan was to leverage this meeting into a full-blown needs analysis.

Everything started out fine, but within 10 minutes he was heading into deep trouble. It all started when he mentioned his excitement with their new product. The buyer asked some techie questions thatrepparttar 127273 sales rep understood. They talked some more. Then,repparttar 127274 buyer askedrepparttar 127275 near-fatal question, “Do you have a brochure?”

Now you’re probably thinking that’s a good sign - that this guy was interested andrepparttar 127276 sales rep was doing a great job. Well, that’s just whatrepparttar 127277 sales rep thought too.

He quickly pulled one from his briefcase and laid it onrepparttar 127278 desk between them. The buyer leaned forward and started reading. “Can it do this?” he asked, referring to a specific capability. “How about that? What speed? How does it connect?” The barrage of questions continued for what seemed like an eternity to me.

The sales rep was getting even more excited. He pointed out other features they’d stressed atrepparttar 127279 launch meeting, highlighting how much better they were than what else was onrepparttar 127280 market. The buyer’s head was nodding, as if in agreement.

Hey Sid; I'll Put My Money On The "Kid"!

Written by Richard Vegas

Hey Sid; I'll Put My Money On The "Kid"!

Now,repparttar Fun Part. It is nigh time to find a way to take allrepparttar 127267 buck out of this bucking bronco we callrepparttar 127268 internet. I mean take allrepparttar 127269 gamble out of it!! This bronco is waiting to hand over to you allrepparttar 127270 true riches of life.........and obtain whatever you want... money, health, love, recognition, prestige.

Let's Recap.

You have put uprepparttar 127271 snazziest looking website this side of heaven; you have suffered through allrepparttar 127272 expenses of designingrepparttar 127273 site; finding a hosting company; selectingrepparttar 127274 slickest domain name that any dot com company onrepparttar 127275 internet would be proud of. And what's happening? CROWDS of people are not showing up to your website.

That's a Problem! What'srepparttar 127276 Solution?

You may not realize this, but, very little separates you fromrepparttar 127277 success you desire. A whole lot less than what you think. Most ofrepparttar 127278 people, who have achieved greatness, did so not because they had a head full of smarts, but because they foundrepparttar 127279 inner power within them to go forrepparttar 127280 gusto. And,repparttar 127281 same spot atrepparttar 127282 top ofrepparttar 127283 ladder is waiting for you too.

You want to know why? Because there is ALWAYS room atrepparttar 127284 top. Too many people don't want to go there. They are satisfied to stay right where they're at.

Ask yourself this question. How successful are you right now? Don't answer that. No, I'm kidding. I guarantee you, whatever level of success you have achieved so far is more tied to your attitude than your aptitude. Success onrepparttar 127285 internet or any other playing field can be narrowed down to a systematic formula that never fails.

Desire isrepparttar 127286 Beginning!

Listen, there is magic in desire. There is hope, there is fire, and it'srepparttar 127287 fuel that drives us human beings to achieve greatness.

Let me give you a story to make a point. This is cute. Duringrepparttar 127288 depression ofrepparttar 127289 1930's there were a lot of families starving. No, that's not cute, just hang with me. And in a very busy city there was a little kid who wanted to make some money to help his family.

He decided to sell home grown tomatoes on a busy street corner but he was continually run off by bigger kids who threatened to make his head into a tomato. Dejected he walked away every day until one day he decided to take his tomatoes into a very busy restaurant. He walked up torepparttar 127290 first table and sold 2 tomatoes.

Then a customer at a 2nd table saw what he had and he bought two. Thenrepparttar 127291 owner ofrepparttar 127292 restaurant came over and ushered him out. Well, he watched throughrepparttar 127293 window untilrepparttar 127294 owner was out of sight and he went back in and sold 5 more tomatoes at two other tables. Thenrepparttar 127295 owner ushered him out again. But, he had already sold 9 tomatoes.

He watched again and atrepparttar 127296 right time walked back inrepparttar 127297 restaurant and started selling again. The customers really liked his gumption and started laughing; they were really enjoyingrepparttar 127298 show. And, one ofrepparttar 127299 customers said torepparttar 127300 owner, "leaverepparttar 127301 kid alone". And within five more minutes he had sold all his tomatoes.

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