tag:blogger.com,1999:blog-2179805884516194394.post8695381491198534048..comments2012-12-15T10:26:22.687-08:00Comments on Story Leaders Blog: Mike's Ah-Ha MomentUnknownnoreply@blogger.comBlogger6125tag:blogger.com,1999:blog-2179805884516194394.post-28691785263071076412012-12-15T10:26:22.687-08:002012-12-15T10:26:22.687-08:00I've been a student of Michael's works ove...I've been a student of Michael's works over many years and it has helped me and the sales organizations I've led to focus on a meaningful and effective approach to bring the right solutions to clients. That said, while previous books were a 10 on a scale of 1 to 10, the latest book on What Great Salespeople Do was a 3 or 4 at the most IMO. First of all, I think the title was not totally relevant since it only focused on Stories, Vulnerability and making an emotional connection and a better title would allow prospective readers to determine if the book was right for them. Second, you can't just throw out the value of all of the prior teachings in Solution Selling and Customer Centric selling and suggest that it was all wrong. Your latest book builds on top of our cumulative and experiential knowledge that we all gain as we go through our careers and life. Third, there is continued back references to the same stories over and over again and we get the references to how the brain works but you made your point in the early chapter so no need to overemphasize. Fourth, you make some very good observations and enlightenments but the book was probably twice as long as it could have been so much of your teachings are lost or diluted. Granted, I did not get through the entire book for all the reasons above. I would like to request a refund if that's possible. Michael, get back on track to the great work you've done in the past.Tony Wojciechowskihttps://www.blogger.com/profile/16991230456951854089noreply@blogger.comtag:blogger.com,1999:blog-2179805884516194394.post-44622357443738262632012-04-09T11:59:05.934-07:002012-04-09T11:59:05.934-07:00Have you read Mike Bosworth's latest book &quo...Have you read Mike Bosworth's latest book "What Great Salespeople Do"? <br /><br />None of these other sales books cover the fundamental tool for success - building an emotional connection. People make decisions based on how they feel about something. I went through the Solution Selling Workshop many years ago - it is a great process for those that are already good at building rapport: Bosworth called them eagles.<br /><br />My recent experience at an electronics business confirmed the 87/13 rule - 85% of our revenues were derived from only 13% of our dealers. Close enough for me.<br /><br />This new book outlines the process for using stories through the sales cycle. But really, it offers hope for those who desire to influence change and realize their dreams.Michaelhttps://www.blogger.com/profile/10351251065365205008noreply@blogger.comtag:blogger.com,1999:blog-2179805884516194394.post-188715459855818112012-04-09T02:32:12.712-07:002012-04-09T02:32:12.712-07:00I'm currently halfway through the Customer Cen...I'm currently halfway through the Customer Centric Selling book, a really interesting read and concurs with some of the things I did well, and some of the things I neglected to do in my former sales career. A very sensible approach is outlined in the book, I wonder how many sales organisations have the good sense to implement many of its recommendations.<br /><br />I find the 87% / 13% a little difficult to believe, from working in Sales organisations in the UK but do admit that there is a tendency for a few high flyers to bring in much of the revenue. However, this is often due to their ability to be given the high revenue opportunities in the first place which depends on their ability to influence their position internally - many of these sales books could do more to cover the reality that selling is as much about getting on top of the internal politics as focusing on the external value created for customers.John Durrant (Favabank)http://www.favabank.co.uknoreply@blogger.comtag:blogger.com,1999:blog-2179805884516194394.post-83628214969601771002012-03-08T07:07:12.205-08:002012-03-08T07:07:12.205-08:00I first got in touch with Solution Selling while w...I first got in touch with Solution Selling while working at SAS (in Brazil.) They were replacing the boring and dull Strategic Selling for the fun and vibrant Solution Selling. It looked amazing to me and I firmly believed I would be sucessfull if I applied it. I've bought your book (can you make Kindle version, please?) and was delighted. Despite, it has never been so. Still today, whilst not in sales anymore, I can't shake that believe. Well, I couldn't. You are right. You get to have the mojo. The methodology is great, as Karate is great if you are apt. But no Karate will save you if you have a crimpled body. How do we teach it? How do we grow new parts in our bodies? Is that what your book is about?Fábio de Salleshttps://www.blogger.com/profile/09292395827610529342noreply@blogger.comtag:blogger.com,1999:blog-2179805884516194394.post-82357780807904568352011-09-12T17:28:07.293-07:002011-09-12T17:28:07.293-07:00Michael - it takes a lot of balls to admit a mista...Michael - it takes a lot of balls to admit a mistake. I remember you teaching us that rapport can't be taught. Your techniques were great technical methods that people can use - sales is a process. But for many of us, success in sales was always about connection. Personal connection is the most powerful force in the universe. I'm glad you created StoryLeaders - it is a life changing experience to go through the class. I look forward to the book that you and Ben Zoldan are about to publish.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-2179805884516194394.post-36642991633391034542011-09-12T17:22:13.905-07:002011-09-12T17:22:13.905-07:00Thanks for including me in your updates. I have w...Thanks for including me in your updates. I have worked with and lead many sales people through the years. "Mojo" is the common theme with top producers. What does mojo mean? Some people can connect, while others cannot. The few producers distinguish themselves through meaningful stories. I look forward to learning more about how you help the many.Craig Plansonnoreply@blogger.com