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2012

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Monday, 28 May 2012 15:20

For the sake of the game

Those who know me personally can attest to the fact that it's not outside of my wheelhouse to feign an interest in a product just to solicit the story the experience brings. Hell, frequent readers of this site can probably recall multiple occasions where I'd schedule an in-home consultation for no other reason than to see if i can spin a poor pre-qualification process into Sapinet fodder. I rationalize my lack of related remorse because, not only do I find the whole thing hilarious, I appreciate the opportunity to share such follies with my readers who [I hope] learn from my facetious musings. As you might imagine, on weeks where I don't get out much, this strategy becomes particularly handy, if not necessary. 

Published in Sapient Salesman
Monday, 21 May 2012 11:18

Enhanced Femininity

The more I write Buyer’s Journey stories, the more I spot “epics,” or more specifically the search for them, in everyday life. In fact I find using personal motivations, and the methods by which we identify them, to be a very effective sales training tool. Seeking to pinpoint one’s personal buying motivation (epic, goal) carries with it a clear value in countless commercial applications, but just the other day I found myself faced with an epic inquiry at, believe it or not, the doctor’s office! Immediately beneath the standard, feature centric, “what is the purpose of your visit?” question laid discovery gold! This doctor made a point of asking “what is your goal with [this] surgery?” 

Published in Sapient Salesman
Thursday, 17 May 2012 11:28

Pick Your Battles

So I’m in the cab on my way home from the airport after my week in South Beach sporting the voice of a elderly chain smoker, when I postulate that the frequent strain may be a function of limited mandibular range. Ajax, in between barking directions on my behalf to the driver, vouched for the plausibility of my hypothesis, and suggested I try lemons. Then in an attempt to rectify my obvious confusion he explained how his ROTC Commanding Officers frequently prescribed the lemon and lime remedy to those experiencing similar ails. He didn’t know why, or what these lemons were supposed to do exactly, citing “that’s not something you ask.” At this point I had to stop him. “Wait a second, someone told you to ‘go suck a lemon,’ and you’re response was to high tail it to the store and get yourself a lemon?!?” 

Published in Sapient Salesman
Monday, 14 May 2012 16:58

Bar Talk

Last week, in Miami, I initiated several entertaining bouts of small talk - for science, of course :-). 

Published in Sapient Salesman
Tuesday, 01 May 2012 11:04

Last Call

At SugarCON we heard countless stories which boil down to: the future of relationships, and by extension CRM, revolves around customer service. So, you can imagine my amusement when I find myself at House of Shields facing some spectacularly charming customer service. I began the patronage floating from group to group, each facing increasing latency between service request and delivery; patrons began to order several rounds at once to compensate for the delay. As the night drew to a close, and the bar population thinned, I found myself in a conversation circle with Collins, who, as the ranking Sugar, and gentleman he is, bought the next round. He ordered the four cocktails and requested point blank to keep the tab open. Yet the check arrived before the final drink. No worries tho right? 

Published in Sapient Salesman

Erin Wilson is the author and publisher of the Sapient Salesman

A "sapient salesman"?

 A sapient salesman is tasked with being a psychologist, technologist, empathist, humorist, conversationalist, and a dozen other “ists” in the course of practicing their salescraft. Most people can’t wear that many hats, and these tidbits are designed to minimize your millinery mandates. Read more

The Book

Look for The Sapient Salesman: Spinning Life into Lessons, One Tale at a Time on Amazon.com later this year!

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