Comments on: The Cowards Never Start And The Weak Die Along The Way http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/ Sales training that transforms ordinary producers into extraordinary performers. Thu, 29 Jul 2010 19:11:28 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Chet Strader http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-21709 Chet Strader Tue, 02 Sep 2008 15:09:47 +0000 http://www.newschoolselling.com/?p=280#comment-21709 Steve, I liked your response on a couple of levels. First you followed a cardinal rule of maintaining credibility you did not B.S. your potential client or yourself about the purpose of your e-zine. What the hell did he think he was getting the secret of life? Second, you responded to the writer in the language he chose. In reality, straight talk is always preferable to BS. Steve, I liked your response on a couple of levels. First you followed a cardinal rule of maintaining credibility you did not B.S. your potential client or yourself about the purpose of your e-zine. What the hell did he think he was getting the secret of life? Second, you responded to the writer in the language he chose. In reality, straight talk is always preferable to BS.

]]> By: Steve Clark http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20652 Steve Clark Wed, 18 Jun 2008 02:37:09 +0000 http://www.newschoolselling.com/?p=280#comment-20652 Waldo, I am amazed about your comments since you are not a subscriber to this newsletter. How you found your way here is a mystery to me. Anyway, after researching your background I can find no evidence that you have much "real down and dirty" sales experience. The only real business experience you seem to have is on the motivational speaking circuit. Therefore, your comments are flacid and impotent. Waldo,

I am amazed about your comments since you are not a subscriber to this newsletter. How you found your way here is a mystery to me.

Anyway, after researching your background I can find no evidence that you have much “real down and dirty” sales experience. The only real business experience you seem to have is on the motivational speaking circuit.

Therefore, your comments are flacid and impotent.

]]> By: Waldo Waldman http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20559 Waldo Waldman Sun, 08 Jun 2008 16:57:09 +0000 http://www.newschoolselling.com/?p=280#comment-20559 Steve, I think you were smart by asking for feedback from your readers as they are more likely to be brutally honest with you. I have to say that your response to your reader bordered on near sales suicide and didn't respond to what they wrote. They didn't criticize your sales philosophies nor did they reveal any kind of attitude which for lack of a better phrase, you would define as a sales wimp. You response was defensive and didn't address the issue at hand - you pushing your products too much while not providing value. As a professional sales and peak performance speaker, I find your philosophy a bit too over the top and quite frankly, insulting. As a former sales manager and combat fighter pilot, I am all about not BSing yourself of your prospects when selling. But I also think that in this commoditized age of selling, if you don't connect and build trust with your prospects as people first, you'll never truly succeed in sales and will simply be a transactional sales professional. Bottom line - Your most important customers are the ones you currently have. Never lambast a customer who gives you feeback. Its a gift and as your other commenter stated, you could have turned them into a raging fan by taking action on improving what you offer. They day you think you know it all is the day you'll get your butt shot down. Waldo the Wingman Steve,

I think you were smart by asking for feedback from your readers as they are more likely to be brutally honest with you.

I have to say that your response to your reader bordered on near sales suicide and didn’t respond to what they wrote. They didn’t criticize your sales philosophies nor did they reveal any kind of attitude which for lack of a better phrase, you would define as a sales wimp. You response was defensive and didn’t address the issue at hand – you pushing your products too much while not providing value.

As a professional sales and peak performance speaker, I find your philosophy a bit too over the top and quite frankly, insulting. As a former sales manager and combat fighter pilot, I am all about not BSing yourself of your prospects when selling. But I also think that in this commoditized age of selling, if you don’t connect and build trust with your prospects as people first, you’ll never truly succeed in sales and will simply be a transactional sales professional.
Bottom line -
Your most important customers are the ones you currently have. Never lambast a customer who gives you feeback. Its a gift and as your other commenter stated, you could have turned them into a raging fan by taking action on improving what you offer.
They day you think you know it all is the day you’ll get your butt shot down.
Waldo the Wingman

]]> By: Rutland Walker http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20542 Rutland Walker Fri, 06 Jun 2008 17:50:44 +0000 http://www.newschoolselling.com/?p=280#comment-20542 Steve, I enjoy reading your stuff. I find it useful, employable, and verifiable, but I seem to have gotten caught in the middle of a pissing match here. I've read your work. I DO have a copy of Prospecting To Fill the Pipeline, and I conclude that you are better than this. This doesn't edify you as the sales guru I know you to be (through your work). It makes you sound like a petty a-hole, though I know from my friend Scott Fraser that is not the case, and(to quote our mutual friend Roy Williams) "I mean that in the nicest possible way". Steve,

I enjoy reading your stuff. I find it useful, employable, and verifiable, but I seem to have gotten caught in the middle of a pissing match here. I’ve read your work. I DO have a copy of Prospecting To Fill the Pipeline, and I conclude that you are better than this. This doesn’t edify you as the sales guru I know you to be (through your work). It makes you sound like a petty a-hole, though I know from my friend Scott Fraser that is not the case, and(to quote our mutual friend Roy Williams) “I mean that in the nicest possible way”.

]]> By: Ryan Sussman http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20535 Ryan Sussman Fri, 06 Jun 2008 12:36:58 +0000 http://www.newschoolselling.com/?p=280#comment-20535 Steve, I think your comments are a little harsh. Whereas I agree and understand that you are here ultimately to sell your service, your client's feedback should probably not be used to beat them over the head. Don't you think you could have used this as an opportunity to sell, and possibly turn this person into a "raving fan?" Afterall, he has not received your CD..... Sounds like an opportunity to sell to me. Sincerely, Ryan Sussman Steve,

I think your comments are a little harsh. Whereas I agree and understand that you are here ultimately to sell your service, your client’s feedback should probably not be used to beat them over the head.

Don’t you think you could have used this as an opportunity to sell, and possibly turn this person into a “raving fan?” Afterall, he has not received your CD….. Sounds like an opportunity to sell to me.

Sincerely,

Ryan Sussman

]]> By: Brian Hagel http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20534 Brian Hagel Fri, 06 Jun 2008 12:34:20 +0000 http://www.newschoolselling.com/?p=280#comment-20534 Steve, It sounds like this guy struck a nerve with you as well. I agree with your philosophy on selling; it is our job to keep the lights on and the greatest of us can do it ethically; the worst have to lie, cheat and steal to accomplish the same thing. Not everyone will agree with you; that doesn't mean you aren't right. All the best, Brian Steve,

It sounds like this guy struck a nerve with you as well. I agree with your philosophy on selling; it is our job to keep the lights on and the greatest of us can do it ethically; the worst have to lie, cheat and steal to accomplish the same thing.
Not everyone will agree with you; that doesn’t mean you aren’t right.

All the best,
Brian

]]> By: Chris Nelson http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20530 Chris Nelson Fri, 06 Jun 2008 11:36:07 +0000 http://www.newschoolselling.com/?p=280#comment-20530 Steve...wow...he/she challenges you to make your blog more meaty and better at serving the common good of us sales people and you bury him/her in a pile of 'if you don't like it then get out of sales'. Maybe skip this kind of stuff on your weekly newsletter and come out with more on how to help us become better. Are you selling us or helping us sell. If you're doing both then make sure that happens every week. Steve…wow…he/she challenges you to make your blog more meaty and better at serving the common good of us sales people and you bury him/her in a pile of ‘if you don’t like it then get out of sales’. Maybe skip this kind of stuff on your weekly newsletter and come out with more on how to help us become better. Are you selling us or helping us sell. If you’re doing both then make sure that happens every week.

]]> By: Bryan Strickler http://www.newschoolselling.com/2008/05/29/the-cowards-never-start-and-the-weak-die-along-the-way/comment-page-1/#comment-20529 Bryan Strickler Fri, 06 Jun 2008 11:17:45 +0000 http://www.newschoolselling.com/?p=280#comment-20529 Amen. It ain't pretty out there so you better be able to rise above and attack with all resources (ethically) or you won't have a tomorrow. It is even more important now than ever to always be selling. If you are away on vacation and you strike a conversation in an elevator, your new friend should know what company you work for and what you sell. Sales people should never have to apologize for selling all of the time, they should apologize if they don't. Amen. It ain’t pretty out there so you better be able to rise above and attack with all resources (ethically) or you won’t have a tomorrow. It is even more important now than ever to always be selling. If you are away on vacation and you strike a conversation in an elevator, your new friend should know what company you work for and what you sell. Sales people should never have to apologize for selling all of the time, they should apologize if they don’t.

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