Monthly Archives: May 2010

What's In It For Me?

Posted on May 26, 2010

What’s in it for me? Our society seems to have become so ‘me’ centered that there are even initials that are easily identified to connote this mindset ‘WIIFM’. When you are in sales, however, this mindset is best turned around to the opposite viewpoint—‘what’s in it for them’ otherwise known as simply being ‘other focused’. When you are approaching a client or a prospect, it is crucial to think of that person’s perspective and frame of reference and not just yours. Continue reading →

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Intent is Everything

Posted on May 19, 2010

Intent is everything in selling. Intent is defined as our mindset at the specific time of an action. When you are involved in a sales conversation, your intent is almost always visible – it is communicated through your every word and action. That’s why I claim that “intent is everything.” Continue reading →

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Sales Relationships are Vital: Time to Revisit the Sales Paradigm

Posted on May 12, 2010

You would have to be a hermit not to see the sea changes in the Pharmaceutical Industry and in many industries today. The pure economics of our times dictate that we revisit almost each aspect of our business in an effort to survive and thrive in a new and more challenging business environment. Take the traditional sales approach most companies employ. Share of voice was the old Pharma refrain. Now the new mantra is share of mind, which is a definite improvement. But why are we still not giving “relationships” the level of importance they deserve? Continue reading →

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