Nick Devine Presents...

The conversation pyramid

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{ 74 comments... read them below }

1 Comment by Gary — April 21, 2011 at 10:36 AM

I hope we get the right person and conduct the right conversation, not sure this is always the case. I will be asking more searching questions to make sure i am talking tho the right person. erson
2 Comment by David — April 21, 2011 at 10:38 AM

some very good stuff on here
3 Comment by Nitin — April 21, 2011 at 11:02 AM

Great Content. Very Useful
4 Comment by Rashid — April 21, 2011 at 11:05 AM

A revisit to Selling 101. Good for a refresh.
5 Comment by alparslan kaleli — April 21, 2011 at 11:06 AM

very good stuff on here
6 Comment by michael — April 21, 2011 at 11:20 AM

very good advice., it really is that simple!
7 Comment by Dave — April 21, 2011 at 11:23 AM

Excellent Nick, as usual! Thank you.
8 Comment by Anil — April 21, 2011 at 11:24 AM

Good advice , thanks for your insights. I will use these moving forward to ensure i am talking to the right person . I will find out their pain & give them the right solution that they will be prepared to pay for to relive their pain/problem
9 Comment by Noel — April 21, 2011 at 11:57 AM

Great info. All very accurate. And is timeless stuff that more printers need to hear!
10 Comment by Janice — April 21, 2011 at 12:26 PM

Excellent video, will take useful tips and use them daily
11 Comment by Eric — April 21, 2011 at 12:43 PM

Cogent points - thanks!
12 Comment by Ron — April 21, 2011 at 12:51 PM

We lack focus and tend to just listen and take orders. We need to drive the conversation to a better solution.
13 Comment by Bert — April 21, 2011 at 1:01 PM

I am usually in the number 1 position, referrals usually get you there. I am going to use this for the tougher companies i deal with
14 Comment by Mark — April 21, 2011 at 1:13 PM

As always your insights are spot on and make so much sense.
15 Comment by scott — April 21, 2011 at 1:21 PM

Great reminder. While we all start out thinking we need to sell in a "customer centric" way, many times we revert back to sellng features of the product instead of value to the client. We need to remind our sales people consistently to sell value and solutions to problems.
16 Comment by Jeff — April 21, 2011 at 1:35 PM

Video was spot on. Our reps are trying to elevate the conversations, but often revert back to level 4.
17 Comment by Bubba — April 21, 2011 at 1:48 PM

Thanks again Nick...I believe in selling the value. It’s amazing how the common sense approach is overlooked…myself included  I fill I sell to the level 3 and 4; probably more to the 3 hoping they will relate and become empowered to be our champion on the inside. Focusing on level 4 going forward!
18 Comment by Todd Petzak — April 21, 2011 at 1:49 PM

Great Info. very helpful!
19 Comment by john — April 21, 2011 at 2:58 PM

I am a sevice engineer trying to get to the man is very difficult,mainly the customer only wants the machinary repaired asap and my only sale come when i tell them that their equipment is beyond economic repair. I dont really think I am selling just repacing
20 Comment by Nancy — April 21, 2011 at 3:20 PM

Excellent and very informative for the Sales Staff.
21 Comment by Fiona — April 21, 2011 at 3:37 PM

I will try and pass it onto our team
22 Comment by Peter Tiany — April 21, 2011 at 4:32 PM

Currently at Level 2. I've now learnt to make sure I'm talking to the right person in the future, and to prepare to have the right conversation when I meet him.
23 Comment by ANNE-Marie — April 21, 2011 at 4:49 PM

Since I've just been in this for 8 mos - I'm still doing a fair amount of all of this. This is a great reminder. What I wish - is that I could go out with a master and watch this - in action.
24 Comment by David — April 21, 2011 at 5:14 PM

Nick,
Thanks for sharing this insight. This is increasingly important as the industry becomes more specialized. In order to talk to the right person and have the right conversation, it's important that the sales person does research before that first call to make sure they know to whom they should speak and to find out what their "hot" buttons are.
25 Comment by Michael — April 21, 2011 at 5:36 PM

Thanks Nick! Great info I have passed it to a new rep at my company
26 Comment by Nuala Pinson — April 21, 2011 at 5:41 PM

Informative, motivating, trusted.
Thank you Nick - I have to get started.
27 Comment by Gene — April 21, 2011 at 6:42 PM

I have to say that most of the time we are at level 4.
In order to set up appointments with C level prospects in marketing, I plan to write down ahead of time specific areas about their business that I would like to discuss with them. Things like what their ideal customer is like; how they find them; problems they've encountered in reaching them; etc.
28 Comment by Ulf — April 22, 2011 at 7:26 AM

The pyramaid is easy way to illustrate a common problem in the printing business. The salesperson feel save when he talks about paper and the presses.
29 Comment by Eddie — April 22, 2011 at 1:34 PM

Very good all about supplying the solutions not just the product
30 Comment by Harvey — April 22, 2011 at 2:34 PM

Great Information-Great Presen-
tation. I believe we get to right
person but wrong conversation.
31 Comment by Chuck Wolff — April 22, 2011 at 5:27 PM

First contact with your material. I'm at the wrong level. You've helped redirect me!
32 Comment by silviu — April 23, 2011 at 6:43 PM

Great again! Simple and clear.
33 Comment by bryan.heapy@admarkprint.co.nz — April 25, 2011 at 9:18 PM

Simple but very true and cuts to the quick. I suspect my sales team are operating at level 3 a lot of the time
34 Comment by Ada — April 26, 2011 at 1:08 AM

I have learnt to take time to prepare my conversation to sell value added service rather than focus on price, and competitions
35 Comment by Andres — April 26, 2011 at 6:58 AM

It's very true and important to keep in mind at all times!
36 Comment by Brett — April 26, 2011 at 10:25 AM

Thanks Nick. Mostly having the right conversation with the wrong person. It's much the same as missing certain buyers when selling, even if you manage to get an order it will come back to bite you if you haven't covered all the bases.
37 Comment by fred — April 26, 2011 at 10:27 AM

good training material for mktg and sales
38 Comment by Nick — April 26, 2011 at 10:44 AM

Reminds me to focus on the customers' outcome
39 Comment by DANA RICKARD — April 26, 2011 at 11:30 AM

As a business owner, these are the same selling styles that are discussed regularly. The challenge is application vs. theory with our sales staff
40 Comment by mary mccarthy — April 26, 2011 at 1:23 PM

good contact and reinforcement of basic principles
41 Comment by Kim — April 26, 2011 at 3:18 PM

Great thoughts. Appreciated. Will continue to implement within our team.
42 Comment by Richard — April 26, 2011 at 3:19 PM

Important reminder to consider what solutions your products can offer for your customer, not just what they do that you think is important.
43 Comment by Walter — April 26, 2011 at 3:25 PM

very needed - how do we get the customer to talk about his needs, problems and opportunities?
44 Comment by Joe — April 26, 2011 at 5:08 PM

Thank you for the reminders
45 Comment by Jerry Jacobs — April 26, 2011 at 11:14 PM

Good basic information on approaching the client for the best results.
46 Comment by Tony — April 27, 2011 at 1:42 AM

Awesome as usual
47 Comment by Simon — April 27, 2011 at 9:23 AM

Very interesting once again. I would say I'm somwhere between levels 2 and 3. This will make me take a long look at what I'm doing in the future
48 Comment by Radhakrishnan.V — April 27, 2011 at 5:37 PM

Achieve success thru' instant access of conversation pyramid
49 Comment by Michael — April 27, 2011 at 7:22 PM

Video CommentVery concise in uncovering right and wrong ways of selling and marketing our printing products
50 Comment by John — April 28, 2011 at 12:09 AM

In most cases I'm stuck with wrong conversation with the right person;

simple concept but hard to break old habits
51 Comment by Mike — April 28, 2011 at 7:28 PM

I have often found myself in the right conversation with the wrong person
52 Comment by Annie — April 29, 2011 at 7:50 AM

Find this very helpful
53 Comment by Alison Ricketts — May 1, 2011 at 11:41 AM

We're at level 2 I think.

Will make sure when I start work again on Tuesday I will plan 3 conversations with the right people with the right content.
54 Comment by CL — May 3, 2011 at 9:07 AM

Handy re-cap of the basics which I'll share with the team, thanks.
55 Comment by Lee — May 4, 2011 at 11:44 AM

a very useful reminder!
56 Comment by Jani — May 4, 2011 at 12:09 PM

very useful and i am sure that this is like you said
57 Comment by neil — May 4, 2011 at 2:33 PM

very interesting video. a good re-cap of the basic lines of communication within any print company.
58 Comment by Steve — May 5, 2011 at 2:51 PM

Very usesful. Talking about the right things to the right people sounds obvious...... but isn't unless you think it through and target those 'right' pleople. Think I don't always talk to the right person - I will be targeting my efforts towards putting this right.
59 Comment by SP — May 10, 2011 at 8:46 PM

Great as always
60 Comment by Ronelle Barnardo — May 12, 2011 at 10:04 AM

Bottom line is to get to the right person, decision maker !
61 Comment by hellmuth — May 18, 2011 at 6:26 PM

I am on Level 4 and do it since years
62 Comment by Andy — May 25, 2011 at 3:10 AM

Iam Level 4
I will be using this for a new venture I have just been appointed to GM Roll and will be managing a sales team
63 Comment by Paul Millo — June 9, 2011 at 12:42 PM

Great info !
64 Comment by Steve — July 11, 2011 at 1:39 PM

Thanks. I often speak to the right person, this blog has helped me concentrate on the right issues.
65 Comment by Josiah Williams — September 8, 2011 at 12:04 AM

This video was so helpful!
66 Comment by Vince — October 3, 2011 at 4:43 PM

This was really helpful and I'm sure as soon as I use it, it will help with both my sales and my profits. Thanks a lot for the great content.
67 Comment by Perry Pendergrass — November 5, 2011 at 6:39 PM

I am on level 2.
68 Comment by Nick — November 8, 2011 at 6:43 AM

Knowing your conversion and your target market is a great tool to make more sales. Thanks!!
69 Comment by Terje Eriksen — November 21, 2011 at 3:25 PM

Very much to the point! We are at level 3.
70 Comment by Rachael — December 12, 2011 at 3:44 PM

Excellent and exactly what we needed to know and pointed out - I am going to use this with our top 20% of clients.
71 Comment by Richard — January 3, 2012 at 10:36 AM

Good video will use the Resource along with the Face to Face with check Writers
72 Comment by Christie — January 3, 2012 at 8:20 PM

Wonderful stuff!
73 Comment by Simon — February 3, 2012 at 10:35 PM

Very interesting, now I will be looking at all my contact and the conversations in a new light!
74 Comment by Kenyon — February 7, 2012 at 9:01 AM

GREAT ADVICE AND TECHNIQUES