Comments on: Building A Relationship Before Going For The Sale… http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/ Learn from a young CEO as he builds his company - What it takes to build a $100 Million Business... Fri, 21 Nov 2008 09:18:36 +0000 http://wordpress.org/?v=2.3.3 By: Jon http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-213 Jon Fri, 18 Apr 2008 11:27:49 +0000 http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-213 Here is what I have experienced myself with CEOs from various "areas", this is a vast generalization but talking to other entrepreneurs, generally holds-up rather well. Americans: you know either immediately or within the day if it's a YES or NO Canadians: expect a new lead to be on speed dial for a few weeks, if something is urgent, expect to wait a few days Europeans: YES or NO right over the phone... but they sure love to talk about their business! Japanese: stroke their ego otherwise things go nowhere Chinese/Taiwanese: Usually a few weeks to close a deal unless it's urgent, at which point they want it YESTERDAY at any cost! Australians: Mix between American or Canadian CEOs depending on remoteness This is during "good times", I went through two recessions (not including this one) and it doesn't matter who you talk to, my business was decimated (3D, Design and multi-media are first to get cut and last to be re-budgeted when things improve). Again, this is a big generalization but generally hold true... how about you Mystery CEO? Jon http://i3ds.com - One Step Further... (custom 3D, multimedia, programming services) Here is what I have experienced myself with CEOs from various “areas”, this is a vast generalization but talking to other entrepreneurs, generally holds-up rather well.

Americans: you know either immediately or within the day if it’s a YES or NO

Canadians: expect a new lead to be on speed dial for a few weeks, if something is urgent, expect to wait a few days

Europeans: YES or NO right over the phone… but they sure love to talk about their business!

Japanese: stroke their ego otherwise things go nowhere

Chinese/Taiwanese: Usually a few weeks to close a deal unless it’s urgent, at which point they want it YESTERDAY at any cost!

Australians: Mix between American or Canadian CEOs depending on remoteness

This is during “good times”, I went through two recessions (not including this one) and it doesn’t matter who you talk to, my business was decimated (3D, Design and multi-media are first to get cut and last to be re-budgeted when things improve).

Again, this is a big generalization but generally hold true… how about you Mystery CEO?

Jon
http://i3ds.com - One Step Further… (custom 3D, multimedia, programming services)

]]> By: Mystery CEO http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-208 Mystery CEO Thu, 17 Apr 2008 05:23:55 +0000 http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-208 Zach, That is one long title! Jon, That's very interesting you say that - my experience with a few Asian cultures though has been that they too are getting much harder in their selling as of recent... Mystery CEO Zach,

That is one long title!

Jon,

That’s very interesting you say that - my experience with a few Asian cultures though has been that they too are getting much harder in their selling as of recent…

Mystery CEO

]]> By: Jon http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-206 Jon Thu, 17 Apr 2008 03:31:31 +0000 http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-206 Asian cultures are all about establishing the relationship before even a word of business happens... North American and European cultures go for the sale then a relationship happens... both have their + and -. I have to agree with you though, relationships are more profitable in the long term. Jon http://dreamclue.com ...get the message! Asian cultures are all about establishing the relationship before even a word of business happens… North American and European cultures go for the sale then a relationship happens… both have their + and -.

I have to agree with you though, relationships are more profitable in the long term.

Jon
http://dreamclue.com …get the message!

]]> By: Zach Katkin http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-204 Zach Katkin Thu, 17 Apr 2008 02:31:26 +0000 http://www.mysteryceo.com/selling/building-a-relationship-before-going-for-the-sale/#comment-204 I hate sales and am far from any kind of expert. But, have had a great record and (what I hear) crazy close rate. I was having a discussion with our top sales person \the other day about just this topic. One book that helped me understand my own style - and a style that seems to succeed - is the: "You can't teach a kid how to ride a bike at a seminar - the sandler sales institutes's guide to successful selling" holy shit, (i never realized how long that title was until I typed it out). Anyway it's all about asking questions. Personally if I think about taking a person from idea to sale it crashes. But if I just explore, have fun, and enjoy learning more about what their business is and what they are trying to achieve it works every time. And, a no, isn't always bad! I hate sales and am far from any kind of expert. But, have had a great record and (what I hear) crazy close rate.

I was having a discussion with our top sales person \the other day about just this topic. One book that helped me understand my own style - and a style that seems to succeed - is the: “You can’t teach a kid how to ride a bike at a seminar - the sandler sales institutes’s guide to successful selling” holy shit, (i never realized how long that title was until I typed it out). Anyway it’s all about asking questions. Personally if I think about taking a person from idea to sale it crashes. But if I just explore, have fun, and enjoy learning more about what their business is and what they are trying to achieve it works every time.

And, a no, isn’t always bad!

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