Thank you very much for coming to the presentation on "Complex Sales in a Sound-Bite World" at the 11th Annual SPS Commerce Customer Council. SPS Commerce put on a great and well organized conference. I hope I gave you something informative, entertaining and of real value.
I created this page so that you can have all the resources from the session in one place. As promised, all the key materials are here for you to download and use. Click on the picture below or you can click here for the slide presentation.
You can also download the one page summary here.
The key point of the of the time we spent together is that most sound bites or attempts to simplify the complex sale are just false appeals to character, logic or emotion. It's much better to know:
What makes someone trustworthy...
· Can they do what they say? (Competent)
· Will they do what they say? (Reliable)
· Will I see what they do? (Open)
· Will they do what they should? (Principled)
Who you can trust: People of Virtue, Practical Wisdom and Goodwill.
· “The “virtue yardstick” is the happy medium between two extremes.
· “It depends” is the test of practical wisdom.
· Goodwill is not win/win between two people…but win/win between two choices.
I would suggest this works not just for complex sales...it's common sense for doing business with anyone.
Thank you again for all your positive comments and contributions. I look forward to building closer relationships with you in the future.
Sincerely,
David
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