Comments on: Assignment Selling: The Essential Sales Technique of the Information Age http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/ Awesome Inbound Marketing, Blogging, Small Business, and Life Success Tips Sun, 05 Feb 2012 09:09:36 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: I Don’t See Why We Have To Meet For Lunch | cadre DC http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-24320 I Don’t See Why We Have To Meet For Lunch | cadre DC Tue, 10 Jan 2012 23:18:55 +0000 http://www.thesaleslion.com/?p=968#comment-24320 [...] has since become the most visited pool website in the world!) In his excellent blog post titled “Assignment Selling,” Marcus shares how he now assigns prospective customers homework before agreeing to meet with [...] [...] has since become the most visited pool website in the world!) In his excellent blog post titled “Assignment Selling,” Marcus shares how he now assigns prospective customers homework before agreeing to meet with [...]

]]> By: Prediction For 2012: The Death of The $37 eBook | One Spoon At A Time http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-23922 Prediction For 2012: The Death of The $37 eBook | One Spoon At A Time Tue, 03 Jan 2012 21:26:21 +0000 http://www.thesaleslion.com/?p=968#comment-23922 [...] as assignment selling.  (if you’re not familiar with the term, go read the hyperlinked post over at Marcus [...] [...] as assignment selling.  (if you’re not familiar with the term, go read the hyperlinked post over at Marcus [...]

]]> By: paul wolfe http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-21805 paul wolfe Tue, 22 Nov 2011 09:28:45 +0000 http://www.thesaleslion.com/?p=968#comment-21805 Dude just so you know, I'm doing my homework! This is another incredible piece of information buried away on your blog! Paul Dude

just so you know, I’m doing my homework! This is another incredible piece of information buried away on your blog!

Paul
paul wolfe´s last [type] ..Product Creation 3: A Guide To Setting Up An Online Course (guest post)My Profile

]]> By: Marcus Sheridan http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-4545 Marcus Sheridan Fri, 19 Nov 2010 20:58:07 +0000 http://www.thesaleslion.com/?p=968#comment-4545 Great example Kay. What's funny is that as I teach this concept to businesses everywhere, there are always those that think they're 'the exception.' Sadly, it's those same businesses that are getting passed by. Assignment selling, in one way, shape, or form, works in any field. Thanks for stoppin by! Great example Kay. What’s funny is that as I teach this concept to businesses everywhere, there are always those that think they’re ‘the exception.’ Sadly, it’s those same businesses that are getting passed by.

Assignment selling, in one way, shape, or form, works in any field.

Thanks for stoppin by!

]]> By: Kay Ballard http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-4514 Kay Ballard Fri, 19 Nov 2010 00:46:40 +0000 http://www.thesaleslion.com/?p=968#comment-4514 This is quite simply, smart, smart, smart. When I was in active practice as an estate planning attorney, I worked very much the same way. The result was that I turned potential clients into clients 100% of the time even though I charged substantially more than my competition. I think your approach would work for any service provider including professional services. .-= Kay Ballard´s last blog ..<a href="http://feedproxy.google.com/~r/newmediamartini/JxfQ/~3/1isq1YzFXOA/" rel="nofollow">Blog Sibling Rivalry</a> =-. This is quite simply, smart, smart, smart.

When I was in active practice as an estate planning attorney, I worked very much the same way. The result was that I turned potential clients into clients 100% of the time even though I charged substantially more than my competition.

I think your approach would work for any service provider including professional services.
.-= Kay Ballard´s last blog ..Blog Sibling Rivalry =-.

]]> By: Marcus Sheridan http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-1569 Marcus Sheridan Sat, 26 Jun 2010 19:17:10 +0000 http://www.thesaleslion.com/?p=968#comment-1569 Sounds great Leon. Would love that......'Quote Criteria', very good phrase as well----the idea to have a specific and planned set of conditions is huge in this day and age. As always, thanks for stopping by my friend! Sounds great Leon. Would love that……’Quote Criteria’, very good phrase as well—-the idea to have a specific and planned set of conditions is huge in this day and age. As always, thanks for stopping by my friend!

]]> By: Marcus Sheridan http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-1568 Marcus Sheridan Sat, 26 Jun 2010 19:15:17 +0000 http://www.thesaleslion.com/?p=968#comment-1568 'Skin in the game'.....love it Kirsten....hope John enjoys it too! ;-) ‘Skin in the game’…..love it Kirsten….hope John enjoys it too! ;-)

]]> By: leon Noone http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-1559 leon Noone Fri, 25 Jun 2010 19:25:31 +0000 http://www.thesaleslion.com/?p=968#comment-1559 G'Day Marcus, Well said. My clients are small-medium business managers. I'm constantly reminding them that they need, for want of a better description, "quote criteria:" a set of conditions they need to have satisfied in order to provide a quote. I even go so far as to provide them with a telephone script they can use to ensure that they're only quoting on jobs that they have a reasonable chance of winning. Are you familiar with the sales research of Neil Rackham? He's the creator of "Spin Selling." It's not the best title in this day and age, I'll admit. But It's a very interesting technique. It's designed particularly for sales that are either big ticket or long cycle or a combination of both. And it's based on empirical work he did in the field. It's not merely an academic theory. I'm sure that you could find his books on Amazon. If you give me your permission, I'll pass on your details to his company, Huthwaite, so that you can receive their newsletter. There's no affiliate arrangement or anything like that. It's just really good stuff and it works. Make sure you have fun. Regards Leon G’Day Marcus,
Well said. My clients are small-medium business managers. I’m constantly reminding them that they need, for want of a better description, “quote criteria:” a set of conditions they need to have satisfied in order to provide a quote. I even go so far as to provide them with a telephone script they can use to ensure that they’re only quoting on jobs that they have a reasonable chance of winning.

Are you familiar with the sales research of Neil Rackham? He’s the creator of “Spin Selling.” It’s not the best title in this day and age, I’ll admit. But It’s a very interesting technique.

It’s designed particularly for sales that are either big ticket or long cycle or a combination of both. And it’s based on empirical work he did in the field. It’s not merely an academic theory. I’m sure that you could find his books on Amazon.

If you give me your permission, I’ll pass on your details to his company, Huthwaite, so that you can receive their newsletter. There’s no affiliate arrangement or anything like that. It’s just really good stuff and it works.

Make sure you have fun.

Regards

Leon

]]> By: Kirsten http://www.thesaleslion.com/assignment-selling-the-essential-sales-technique-of-the-information-age/comment-page-1/#comment-1558 Kirsten Fri, 25 Jun 2010 16:28:18 +0000 http://www.thesaleslion.com/?p=968#comment-1558 Excellent post today Marcus! Totally agree with the idea of Homework and getting the prospect to have some skin in the game relative to the conversation you are having. If they won't invest, it is price and also ... they may just be what I call a 'looky-loo'. Someone who has no intention of buying (at least not now) and will waste your precious time. Not all looky-loos are bad mind you ... but you should nurture those folks with more content so that by the time they are educated and ready to make a purchasing decision ... your name is on the top of their list:) Great sharing - I will send this on to my man John who can also use this advice to benefit his small biz:) Excellent post today Marcus!

Totally agree with the idea of Homework and getting the prospect to have some skin in the game relative to the conversation you are having. If they won’t invest, it is price and also … they may just be what I call a ‘looky-loo’. Someone who has no intention of buying (at least not now) and will waste your precious time. Not all looky-loos are bad mind you … but you should nurture those folks with more content so that by the time they are educated and ready to make a purchasing decision … your name is on the top of their list:)

Great sharing – I will send this on to my man John who can also use this advice to benefit his small biz:)

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