As sales reps and leaders we’ve all been on calls with these two personalities – the raving fan and the miserable grump. Both types are similar, they just happen to live on different sides of sales town. What do these prospects have in common? They will never buy from you, no matter what you do or say, no matter how perfect a fit your offering is for their personal aspirations or company. How do you know if you have one of these prospects? I say this tongue in cheek, but it illustrates the point quite well, you could insult the prospects first born child and you would still not notice a change in their demeanor. The fan will still love you and the grump will still be miserable.
What the heck does this have to do with the Laffer Curve and optimal tax rates? Much more than you think, as the acclaimed sales author Steve Martin (yes, same name as the actor, different guy though) notably points out in his excellent blog post.
Excerpt:
“The Martin Curve explains a curious aspect of human behavior that I have experienced as a salesperson, vice president of sales, and professional speaker. I have come to realize that in every audience there are people who simply cannot be sold. Even if you walk on water or levitate an elephant in the air, these people will not follow you. Perhaps it’s because of their neurological wiring or maybe the result of some childhood trauma. There’s no way to tell where their close-mindedness came from. Conversely, a similar group of people will fall in love with you instantly, say all the right things, but never buy. They seemed to be enamored with what you have said but don’t follow up with any discernaable action. Both of these groups are fatal for salespeople.”
Fatal the raging fan and miserable grump can be. Here is what they look like on The Martin Curve.
Tread carefully with these two types of folk. Make sure you qualify and don’t be intimidated to ask explicit questions around the prospects goals/desired outcomes, plans to achieve them, challenges they are facing and timeline to fixing the issue or reaching their desired state. If they won’t or can’t answer you may just have a fan or a grump – that will never buy.
Be wary. Endeavor to spend your time with prospects that want your help and have the means to buy. Rinse and repeat. Amen.
Source: Understand Why You Lose Deals: The Martin Curve
Related posts:
{ 101 trackbacks }
{ 46 comments }
It is excellent idea. I support you.
Hi there, I recently became aware of your website, and discovered that it’s really revealing. Regards!
I just want to mention I am beginner to blogging and site-building and really enjoyed your web site. Almost certainly I’m planning to bookmark your blog . You surely have beneficial article content. Kudos for revealing your web page.
Oh my goodness! Awesome article dude! Many thanks, However I am experiencing difficulties with your RSS. I don’t understand the reason why I cannot join it. Is there anyone else having identical RSS problems? Anybody who knows the solution will you kindly respond? Thanks!!
What i do not realize is if truth be told how you’re not really much more well-favored than you may be right now. You’re very intelligent. You already know therefore considerably in terms of this subject, produced me individually believe it from a lot of varied angles. Its like men and women are not involved unless it is something to accomplish with Girl gaga! Your personal stuffs outstanding. At all times handle it up!
I had been honored to receive a call coming from a friend as he found the important recommendations shared in your site. Browsing your blog write-up is a real great experience. Many thanks for thinking about readers much like me, and I desire for you the best of achievements as a professional in this domain.
This is certainly my initially time i stop by right here. I discovered a great number of entertaining stuff inside your site, primarily its dialogue. In the a lot of remarks on your posts, I assume I’m not the sole 1 owning many of the enjoyment here! Keep up the superb get the job done.
Its superb as your other articles : D, regards for putting up. “A great flame follows a little spark.” by Dante Alighieri.
I must have the natural ability of a thanking someone on your successful wedding invitations I have always consistently really liked investigating a web page. We’re anticipating the very start of most your environs researching plus the huge footwork wouldn’t happen to 100 % require traveling onto your blog site. A lot more is likely to be for any assist with the mediocre ones, We are fortunate which might help with what I’ve come to understand came from here.
of course like your website however you have to take a look at the spelling on quite a few of your posts. Several of them are rife with spelling problems and I in finding it very troublesome to tell the reality then again I will certainly come again again.
Just wanna comment on few general things, The website layout is perfect, the content material is real great
.
Some genuinely nice and useful info on this website, as well I think the design and style contains great features.
Thanks for your post. I also believe that laptop computers have grown to be more and more popular nowadays, and now are sometimes the only type of computer found in a household. It is because at the same time that they are becoming more and more inexpensive, their processing power is growing to the point where they’re as effective as desktop computers from just a few years ago.
It’s fairly demanding to find posts like these since there is absolutely not much description made available on the web. Thanks.
I have read some good stuff here. Definitely value bookmarking for revisiting. I surprise how so much attempt you put to create one of these excellent informative web site.
You could definitely see your skills in the work you write. The arena hopes for even more passionate writers like you who aren’t afraid to say how they believe. At all times go after your heart. “A simple fact that is hard to learn is that the time to save money is when you have some.” by Joe Moore.
I really like your writing style, superb information, regards for putting up
. “Freedom is the emancipation from the arbitrary rule of other men.” by Mortimer Adler.
After I open up your Feed it appears to be a lot of garbage, is the issue on my side?
great article, i clearly adore this amazing site, keep it.
Is it okay to insert part of this on my personal site if I post a reference point to this web page?
Appreciate it for helping out, superb information. “If at first you don’t succeed, find out if the loser gets anything.” by Bill Lyon.
*After study a couple of with the blog posts on your web site now, and I truly like your way of blogging. I bookmarked it to my bookmark website list and will be checking back soon. Pls check out my web website as well and let me know what you feel.
As far as me being a member here, I wasn’t aware that I was a member for any days, actually. When the article was published I received a notification, so that I could participate in Comments, That would explain me stumbuling upon this post. But we’re certainly all intellectuals.
I’ve been surfing online greater than 3 hours lately, but I by no means discovered any interesting article like yours. It¡¦s lovely worth sufficient for me. In my view, if all web owners and bloggers made just right content material as you did, the web will be much more useful than ever before.
Hello, Neat post. There’s a problem along with your website in web explorer, could test this… IE still is the market chief and a big element of folks will pass over your fantastic writing due to this problem.
Simply wanna comment that you have a very nice internet site , I love the style it actually stands out.
I have acquired some new things from your website about desktops. Another thing I have always thought is that computers have become something that each family must have for many people reasons. They supply you with convenient ways to organize households, pay bills, go shopping, study, pay attention to music and even watch tv series. An innovative strategy to complete most of these tasks is a notebook. These pcs are mobile ones, small, strong and transportable.
I think this is among the most important information for me. And i am glad reading your article. But should remark on few general things, The website style is ideal, the articles is really great : D. Good job, cheers
Definitely, what a splendid site and revealing posts, I will bookmark your blog.Best Regards!
Sprawdzalem ten wortal jest fajny
I love this campaign, I love this game and for all the good work… we love you guys ! Please come back with other stuff for us to enjoy !
Couldn’t be written any much better. Reading this post reminds me of my secondary school teacher! He usually kept talking about this. I will forward this post to him. Pretty sure he will possess a good study. Keep up the good work!
H VERNADAKISteam – ΤΕΧΝΙΚΑ ΕΡΓΑ δραστηριοποιείτε εδώ και πολλά χρόνια με επιτυχία στους τομείς μελέτης – κατασκευής – ανακαίνισης επαγγελματικών χώρων και κατοικιών.
| ΑΝΑΚΑΙΝΙΣΕΙΣ |
Από το 1984 συνεχίζουμε με καθημερινή και αδιάκοπη προσπάθειά, να βελτιώνουμε διαρκώς το επίπεδο εξυπηρέτησής των πελατών μας.
Όλα αυτά τα χρόνια καλύπτουμε ιδιώτες και επαγγελματίες όχι μόνο με ανταλλακτικά αυτοκινήτων μα παράλληλα με προσωπικό ενδιαφέρον για την καλύτερη εξυπηρέτηση πριν και μετά την αγορά. Οι ιδιοκτήτες και οι επισκευαστές αυτοκινήτων βρίσκουν:
- μεταχειρισμένα ανταλλακτικά αυτοκινήτων AUSTIN, MINI, ROVER, MG, LAND ROVER και MINI BMW
- καινούργια ανταλλακτικά αυτοκινήτων AUSTIN, MINI, ROVER, MG, LAND ROVER και MINI BMW
- αξεσουάρ αυτοκινήτων AUSTIN, MINI, ROVER, MG, LAND ROVER και MINI BMW πάντα με τη μεγαλύτερη δυνατότητα επιλογής ανάμεσα από γνήσια ανταλλακτικά ή aftermarket ανταλλακτικά (imitation ανταλλακτικά).
Δώστε μας την ευκαιρία να προσφέρουμε και σε σας το ολοκληρωμένο επίπεδο εξυπηρέτησης που απολαμβάνουν οι ευχαριστημένοι πελάτες και συνεργάτες μας:
- άριστη ποιότητα
- ανταγωνιστικές τιμές
- εγγύηση σε καινούργια ανταλλακτικά ή μεταχειρισμένα ανταλλακτικά
- παράδοση χωρίς επιβάρυνση (στην έδρα σας ή πρακτορείο επιλογής)
- δωρεάν παροχή συμβουλών για βέλτιστη και οικονομική συντήρηση του αυτοκινήτου σας.
Αν πάλι θέλετε να έλθετε εσείς κοντά μας μπορείτε να μας βρείτε στο κέντρο της Αθήνας, στο Νέο Κόσμο στη διεύθυνση Λυσιμαχίας 8.
Με χαρά θα σας καλωσορίσουμε στο ιδιόκτητο κτίριο και την αποθήκη μας.
Εύκολη πρόσβαση με Μετρό, Τραμ ή αυτοκίνητο.
Επικοινωνήστε μαζί μας και δώστε μας την ευκαιρία να σας εξυπηρετήσουμε.
Γιώργος Πάλλας
Λυσιμαχίας 8
Νέος Κόσμος. Αθήνα
Τηλέφωνα Επικοινωνίας: 2109226922 – 2109238386 – 2109238382
Fax: 2109238382
http://www.pallasmarket.gr
gpmarket@otenet.gr
| ανταλλακτικά | ανταλλακτικά αυτοκινήτων |
‘Ολοι έχουμε βρεθεί στην δύσκολη θέση, ενώ έχουμε κουραστεί να φτιάξουμε το σπίτι μας, ξαφνικά να χρειαστεί να γίνει μία μετακόμιση σπιτιού είτε γιατί η δουλειά μας είναι πολύ πιο μακρυά από το σπίτι είτε γιατί δεν τα βρήκαμε με τον σπιτονοικοκύρη ή και ακόμα για δικούς μας προσωπικούς λόγους.
Ο μεγαλύτερος φόβος όλων μας πιστεύω ότι είναι γενικότερα οι μετακομίσεις ή οι μεταφορές να γίνονται σωστά και επαγγελματικά. Εννοείται πως δεν θέλουμε να γρατζουνιστεί το τραπέζι αντίκα και κληρονομιά της γιαγιάς ή να βρούμε κομμάτια από το στερεοφωνικό μας, κ.τ.λ. και για αυτό το λόγο οι μετακομίσεις ή οι μεταφορές που θα χρειαστεί να κάνουμε θα πρέπει πρώτα να έχουμε βρει τους κατάλληλους συνεργάτες.Αυτό που προτείνω να κάνουμε είναι πριν επιλέξουμε ποια μεταφορική εταιρεία θα μας βοηθήσει για όλες μας τις μεταφορές ή τις μετακομίσεις, να ελένξουμε τις ιστοσελίδες με τις φωτογραφίες των εταιρειών από μετακομίσεις, μεταφορές, αμπαλάζ και αποθηκεύσεις έτσι ώστε να είμαστε σίγουροι ότι η μεταφορική εταιρεία που θα επιλέξουμε για την μετακόμιση σπιτιού ή μεταφορά θα είναι αξιόπιστη.
Αρκετές λοιπόν πληροφορίες από αξιόπιστες μεταφορικές εταιρείες υπάρχουν στον κατάλογό μας, όπου θα μπορέσετε να επιλέξετε με ασφάλεια είτε για μετακόμιση σπιτού, μετακόμιση γραφείου και γενικότερα όλων των ειδών τις μεταφορές και μετακομίσεις.
| μεταφορές |
Η Design Parke ιδρύθηκε το 1980 από τον Γιάννη Τραχανά και τον Δημήτρη Μαυρίκο, ανθρώπους με πλούσια δραστηριότητα και εμπειρία στην τοποθέτηση, επισκευή, συντήρηση, γυάλισμα, βερνίκωμα ξύλινων πατωμάτων, laminate, ξύλινων δαπέδων
Η Design Parke δραστηριοποιείται στην τοποθέτηση ξύλινων πατωμάτων μασίφ, τοποθέτηση ξύλινων δαπέδων, laminate, ντεκ, σκαλών επί μπετόν και ειδικών κατασκευών σε επίπεδο ιδιωτικών και μεγάλων κατασκευαστικών έργων. Το γεγονός αυτό, σε συνδυασμό με την εμπειρία και την τεχνογνωσία, δημιουργεί λύσεις οι οποίες μπορούν να καλύψουν οποιαδήποτε επαγγελματική ανάγκη, τηρώντας πάντα το υψηλό επίπεδο ποιότητας και εξυπηρέτησης με χαμηλό κόστος.
Με βάση τα ανωτέρω, η εταιρεία μας επεδίωξε και πέτυχε την συνεργασία με μεγάλες εταιρείες παραγωγής σχετικών προϊόντων καλύπτοντας μια ευρεία γκάμα αναγκών των πελατών της.
Με εκτίμηση,
Τραχανάς Γιάννης και Δημήτρης Μαυρίκος
Τηλέφωνα Επικοινωνίας: 2117055676 – 2102132103 (απογευματινές ώρες)
Κινητό: 6949479965 – 6934266789 – 6974349208 (όλο το 24ωρο)
| τοποθέτηση ξύλινων πατωμάτων |
Όπου καπνός και φωτιά, αλλά η φωτιά της Wohntrend Hellas δεν έχει καπνό!
Η επανάσταση στο χώρο του Design λέγεται WOHNTREND HELLAS, τζάκια νέας γενιάς, τζάκια χωρίς καμινάδα με αληθινή φωτιά.
Η WOHNTREND HELLAS δίνει την δυνατότητα σε όλους όσους ονειρεύτηκαν ένα τζάκια εύκολα πια να το αποκτήσουν.
| τζάκια |
I have to bring the likely to thanking families during the experienced tactics Ankle sprain repeatedly prized possibilities net. We’re eager for the precise start connected all my higher education homework too over-all placement of feet could not for being fulfill with no having popping up to the site your website. Just are possibly in any assist other places, We are privileged that will help you with what I have always uncovered from this level.
I have been exploring for a bit for any high quality articles or weblog posts on this kind of house . Exploring in Yahoo I eventually stumbled upon this website. Reading this info So i¡¦m happy to convey that I’ve an incredibly just right uncanny feeling I came upon just what I needed. I most indisputably will make sure to do not omit this website and give it a look on a continuing basis.
I was suggested this blog by my cousin. I am not sure whether this post is written by him as nobody else know such detailed about my trouble. You are incredible! Thanks!
Hiya very cool web site!! Man .. Excellent .. Amazing .. I will bookmark your blog and take the feeds additionally¡KI am satisfied to search out a lot of useful information here within the publish, we’d like develop more techniques on this regard, thanks for sharing. . . . . .
Useful information. Fortunate me I discovered your site by accident, and I am surprised why this coincidence didn’t took place earlier! I bookmarked it.
You really make it seem so easy along with your presentation but I to find this topic to be really something that I think I’d never understand. It kind of feels too complicated and extremely wide for me. I’m looking ahead for your next post, I will attempt to get the grasp of it!
Hiya, I am really glad I have found this info. Nowadays bloggers publish just about gossips and net and this is actually frustrating. A good website with exciting content, this is what I need. Thanks for keeping this web-site, I will be visiting it. Do you do newsletters? Can’t find it.
Hiya, I’m really glad I’ve found this information. Today bloggers publish just about gossips and net and this is actually irritating. A good site with interesting content, this is what I need. Thanks for keeping this web-site, I will be visiting it. Do you do newsletters? Can not find it.
Thank you, I’ve recently been looking for information approximately this topic for a long time and yours is the greatest I’ve came upon so far. However, what about the bottom line? Are you sure in regards to the supply?
Comments on this entry are closed.