The Two Dimensions of Selling

Posted in OPM Sneak Peak,Sales by Keith Thompson on the July 5th, 2010

Successful salespeople won’t often dissect the dynamics of the sales environment, and what they do within the environment, but most will agree that there are two sides to selling: using sales skills to make a sale, and using people skills to make a sale.

We call these opportunity focus, and relationship focus; the two dimensions of selling.

Opportunity Focus

Salespeople need to know how to sell. Through experience and trial and error over many years, experts have developed the science that governs a winning sales process. There are countless interpretations; hundreds of books have been written describing it, and literally millions of successful salespeople have been weaned on it. Knowing how to sell—using proven rules and experience—that’s opportunity focus.

Relationship Focus

In the sales opportunity, both customer and salesperson pit their skills against each other. The customer wants the best deal, and the salesperson who wants to win the sale without compromising their company’s profitability. The selling process has a large element of negotiation about it, and all aspects of the process create tension. Relationships, if they can be struck, used, and sustained through the sale, can ease the tension. Leveraging interpersonal skills is the other dimension of selling, and that’s relationship focus.

The key to being a successful salesperson is not just using one or the other—it’s blending both, and also knowing when to shift focus from one to another.

–Excerpt from OPM: Opportunity Portfolio Management, the upcoming book.

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My kind of Notebook (the laptop kind)

Posted in Technology by Keith Thompson on the December 16th, 2005

I have been in the high tech industry for all of my life, and have always had the luxury to choose my own computer. As I always worked from both home and the office so I gravitated to portable computers.

I must have worked with all the so called portable computers since the early eighties, although I confess I never had an Osborne, which most computer historians claim to be the first truly portable device (1981), with a five inch monitor and a weight of 24 pounds. Although I did not have one, I bumped into them a lot in my career of a high tech lab instrument salesman. Seems to me that they were light years ahead of their time.

I went through a number of machines of all weights and sizes, but one of my favorites was “the Brick.” The idea of the brick was to put the computer into a very small package (3″ x 8″ x 11″), which could then be transported. When you got to the office you plugged in your keyboard, monitor, and printer and started work. This was in 1990. I loved it, although you had to hold your breath when you plugged it into the docking station, which had a gazillion connectors, anyone of which, if bent, could bring the system down. I must have been through a dozen different portable, laptop, or notebook variants over the years, but my favorite is the one I have now – the Sony Vaio TR3A. I like tiny computers—before the Sony I had a Fujitsu B-Series Lifebook, which is actually smaller than the Sony, but doesn’t have the same features.

My Sony weighs just three pounds, has a 10 inch high resolution display and a built-in optical drive. My requirements are simple—give me the smallest computer that will allow me to touch type and read the screen. Battery life is important too, but I settle for three hours and the ability to replace the battery. It seems to me that the overwhelming factor in of this size thing is the keyboard. I am a new touch typer as I picked the talent up late in life; touch typing is liberating. I’m glad I gave it the three months of effort needed to pick it up. But, if you can type at the rate that you can think quality thoughts, the world opens up. It definitely makes writing a book a bit quicker.

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