Comments on: Product vs. Passion. Transactional vs. Relational. Breaks or Makes You.

By: annholman

annholman — Tue, 04 May 2010 17:38:07 +0000

Oooh Trey I like this a lot. Can't believe I missed it. Hey ho! I agree with your post completely. I've been talking for a while about people are replacing products as hte competitive advantage. See my post at the bottom of this comment.Its why sales is just so outdated. From my perspective anyway! I don't think its just about passion either, its about purpose too.

http://annholman.co.uk/leadership/people-are-re...

By: More Ideas than Time ~ Podcast#2

More Ideas than Time ~ Podcast#2 — Wed, 20 Jan 2010 06:37:42 +0000

[...] Media? 12:40 Passion vs. Product ~ Are companies leading with product? (Inspired by a post from Trey Pennington) 19:00 Social Media & Twitter too Noisy? 23:00 Do companies Understand the [...]

By: Trey Pennington

Trey Pennington — Mon, 18 Jan 2010 11:38:56 +0000

Thanks Robin.

Overcoming the measured-by-short-term (short-sighted) metrics stuck in a transaction-oriented world of the past is the challenge. That’s great news for a small business owner! It may nearly be impossible for the jumbo-sized companies of the world to extract themselves from the cement, but smaller companies CAN make the change.

By: Robin Dickinson

Robin Dickinson — Mon, 18 Jan 2010 05:31:58 +0000

Excellent post, Trey.

Part of what makes it difficult for some folk to make the transition from a ‘transactional’ up to a ‘relational’ focus is the gravitational force of their metrics and measures.

When you’re measured (and bonused) on quarterly outputs, nobody wants to be the ‘hero’ who didn’t make the number because they were investing time and effort into relationships that will bear fruit at some time in the future.

This is exactly the reason to find a way to implement a relational strategy – because so many businesses are cemented into transaction-based operations. Making ‘relational investments’ of time and energy now will put you at a huge competitive advantage in the years to come.

Best to you, Trey.

Robin

By: Trey Pennington

Trey Pennington — Sun, 17 Jan 2010 22:37:24 +0000

Thanks Justin.

By: Anonymous

Anonymous — Sun, 17 Jan 2010 22:00:14 +0000

I find that when you are passionate, care about the person in front of you, and care about their success – the person on the other end will buy from you… eventually. Why? Because we all have a super power to spot “good” when we see it. A person who knows, thinks, and believes you are good will make a special effort to do business with you when the time is right.

For me, it’s this simple: Any time I pitch products, I ditch belief. Anytime I invest in them, they invest in me.

I think it was Mark Stevens in “God is a Salesman” who said something like ‘people don’t buy products, they buy the extra thing that ONLY you can offer – the personal gaurantee’ Which means, they are buying the belief in YOU, not the product.

By: Trackback

Trackback — Sun, 17 Jan 2010 04:08:24 +0000

Trackback message
Title: Social comments and analytics for this post
Excerpt: This post was mentioned on Twitter by russelltripp: RT @treypennington Hawk your product, pursue the transaction, or, tap into passion, build a relationship: whic… http://tinyurl.com/ye8oyka
Blog name: uberVU – social comments

By: Trey Pennington

Trey Pennington — Sun, 17 Jan 2010 03:56:56 +0000

Thanks Keith. Picked up a new phrase tonight: “real-time intelligence.” That’s a beautiful way to describe the opportunity afforded by social media.

Picked up another cool phrase: “pitch-free conversation.” That’s what social media requires.

By: Keith Burtis

Keith Burtis — Sun, 17 Jan 2010 03:53:12 +0000

A mother of three is in a discussion with the CEO of Panasonic. The CEO says “How great is that Television? I bet you love the amazing picture quality and the vibrancy of the color.” The woman says, “Actually, I have no clue about the specifications but love the fact that my boys are coming home after school with friends rather than going to another house because we have the cool big TV” **Wham**

What the heck are your customers passionate about? How will you find out? Social media offers real-time intellegence tools that equal or better that of genius military code-breakers. Social media also offers the ability for suits to tap into the collective intellect of their most faithful. The million dollar question is…. What are YOUR customers passionate about?

Hint: Your really smart ~ BUT ~You wont figure that out in a boardroom.
Hint: Pressure, Pitch free conversation will prove to be MASSIVLY valuable.

Thanks for writing this Trey.