David L. Cannon

Big Sales Pitch Overwhelms HR Newbees

Revisado: 10-05-23

Target Market is company hiring multiple people each week for mass on boarding. Casualties of this book are the small business people being overwhelmed with hard push sales pitch.

What SMBs and Midmarket business needs is clarity of steps not hard line pressure. Self study of inexpensive Nolo step-by-step guides written by HR Lawyers for example covers majority of tasks ANY software could perform WITHOUT wide spread direct dangers of placing candidates Personally Identifiable Information on internet service likely to be attacked. Your employer would never be able survive PII data breach lawsuit which triggers massive Class Action Lawsuits.

More Importantly is additional business saving guidance of Paul Falcone’s “101 Tough Conversations to have with Employees” where NO conversation can ever be OFF Record because as employers representative We Have Assigned Duty to Investigate. The companion books are “101 (non bias) Sample Writeups for Documenting Employee Performance Problems” coupled with Nolo’s “Essential Guide to Workplace Investigations”.
“Payroll Management” by the greatest superstar accounting expert Steven M. Bragg who literally wrote ‘the books’ on accounting which makes an extra BIG win with your CFO, Controller.
- Semper fidelis, DC

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Essential for Major Account Sales

Revisado: 05-02-22

With 30 very successful years in giant & well funded mid-market sales this is backbone of Upper end B2B selling.

BEWARE of WHAT YOUR CZhOSEN AUTHOR SELLS WHEN SELECTING A BOOK !!!
Knowing our Pastor Zig Ziglar, being student of Tommy Hopkins, along with the others listed as in reviews as recommended study - the Truth is those authors sold real estate, vehicles and other goods where ‘seller meets directly with buyer Who IS the Decision Maker in transactions which the buyer is primary beneficiary or money supplier. That’s pure definition of ‘simple sales’.
SPIN Selling is focused on a reality of sales rep “Does Not” get direct access and must provide recognition of high priority condition warranting change to occur. Essentially the Go-Getter sponsoring this change is risking their career that it’s going be successful. As seller we have to point at that Noble Objective & provide resources with supporting evidence/analysis to disarm or prevent objections.. in a process that requires 5~10 meetings over several months before it gets a green light approval to proceed.

Compared to Simple Sales where deal is direct contact usually with 1 person, then meet approver and deal is done in 1-2 meetings. Simple sales is very common in Small business & Consumer sales. Those simple sale techniques are Attention, Interest, Conviction (why buy vs not), Desire (lets do it) and Close (sign here). A-I-C-D-C is all about citing Features & Benefits to justify a low price as bargain.... yet fails terribly when selling big deals and multiyear deals. SPIN Selling is 100% about mature sales to larger mature account. In SPIN all the sales cycle aids and materials are professionally prewritten for sales rep to simply deliver as needed including professional competitive analysis with Return On Investment (ROI) calculator showing when buyer’s team will reach full realisation of the full benefit.

‘The Challenger Customer’ is great companion to SPIN on how to provide advanced insider view of what’s wrong with target account or what opportunity are they missing. MA Sales rep needs read both, then put Product Development creatives developer & campaign administration to the task of packaging & delivering that fabulous content to Go-Getter Sponsor with Authority at target account.

As Instructor in various years for majority of different authors the real shift is going from solo seller to interdependent team seller and then to Official Head of the Sales Team which is like pro sport team owner, process developer and disciplinarian as needed.

Ask yourself this question: Are you paid by unit, simple percentage or volume? Then you are in Simple Sales. If you are paid on ‘advancing though steps or purchase, have base pay and also get paid on Net-Net Retained Revenue (slice of profit in each deal) then you are definitely in SPIN Selling Territory. I pay my team in latter with all holidays off, 8-5 weekdays with special celebration days off, and most hit a high quota by 10th of each month. That’s where you own your schedule, don’t hammer cold calls, work where deep pockets live. Semper fidelis, Dave Cannon

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Exception insight on how negociate a better deal

Revisado: 08-15-18

This is about understanding opportunity. It's well grounded in recognizing the present Strengths, Weaknesses and Trends in order to spot Opportunities. His examples of negotiating reflect a deep understanding of what the other party will receive in going forward - with a focus on don't pay more by giving them even more of something they would already receive. For example advising not to pay Conn-Edison electric for structural improvements related a real estate project because Conn-Edison will already be receiving funding for improvement billing you top rates for decades to come without giving the developer or tenants any discounts. Countless demonstrations mentioned explain very sound logic to plan years ahead as in the case of one-day Trump Inc. will probably purchase or build a gaming property (notice the trend recognition) so apply for a gaming license now because the process takes 4-5 years. After receiving license approval Trump Inc. can purchase or safely develop a gaming property without being held hostage by the gaming commission like everyone else has been treated. He was watching the historical trend of other developers going bankrupt because of the extra carrying costs of a finished project waiting on years of approval before it could open for business.

Following the examples in this book, President Trump is fulfilling the chief executive duties of office by renegotiating the United States out of actual bankruptcy (money deficit) regarding international trade. Unless you-yourself was personally profiting big money off the deficit his actions are very good for you. Our previous president created monster trade debts making other countries happy while deeply hurting the U.S. citizens. A debt so big it would take three generations of your children to pay off just the interest. This textbook case of renegotiating is an ugly job which as pointed out it mathematically should have started many years earlier. As in all improvements we need today, old deals what were good or not-good years ago should be renegotiated to still be good today and coming years. Nobody gets to free ride an old deal for life.

These exact principles successfully negotiated the worlds first Nuclear Peace Agreement with North Korea. Overall it's very clearly seen each of the principles he explains in this book are exceptionally sound, proven very effective in history. It's not about the banter of words instead views and justification are clearly illustrated using real life examples. This book will aid any business owner to get oriented into striking a better deal based in facts, not by using any innuendos stereotypes or slang jargon. Semper fidelis, Dave

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Solid Orientation of the Why and Where Concepts

Revisado: 08-15-18

This guide is short at 2 hours 17 minutes because it's an orientation to modern marketing. You will learn the Why and the Where of campaigns - yet this book is not the technical teacher of how to do the tasks. I found it a good introduction to the concepts for my team. In Wolf of Wall Street book, Jordan Belfort used a much clear example of the "sell me a pen" story than in the movie. The real story is everyone tried forcing the buyer to buy the cheap disposable pen with b.s. statements. In the real story his partner walked up and holding pen said "how long have you been contemplating the purchase of a pen?", Belfont said "I haven't" and the partner tossed the pen on the table while saying to the others "I don't waste my time of people that are not interested in buying". The same applies to marketing. In 1998 (20 years ago) I was using AutoResponsePlus by Ecomm Ltd to send strings of email messages to possible targets. It was a spammer style that created the email marketing industry. Today you would still apply these techniques but with your list segmented by "type of interest" PLUS "their need". Like a matchmaker in dating you have to properly target your product to their potential interest. With a bit of effort you can do everything in this book using a free CRM with marketing automation and customer/prospect records using SuiteCRM without any fees, by loading the app into a root level sub-directory of your existing website host. Expect like any product you will need to watch youtube and read the docs to setup an automated crm capable of doing what this book is talking about. It's if you took a few hours to setup the security it's far safer than cheap cloud services.

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Perfect 2hr compliment to Go Pro 7 Steps

Revisado: 08-21-16

As network marketing executive this audio book is perfect no-crash course to effective communication with prospects and your downline. Only takes 2 hours to benefit while listening to the wonderful examples, word clues and cues on what you need to say to get to YES. Remember Step 1 is get prospect using the product. once they believe in product and give testimonials process to Step 2 introduce business opportunity & tutor/mentor them to be successful. I use this same information on persons communication color preferences very successfully in B2B sales and also creating high performance project teams "to get everyone in the right seat on the bus" as Jim Collins would say in the fabulous book "Good to Great". I wish you the best in your endeavors. Semper fidelis, David L Cannon

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