I am a "private" in Chad's Army at EMC. Each and every solider (to continue the analogy) comes from extremely different backgrounds and has diverse skill sets.
Some vSpecialists are incredibly technical --- Wait until you meet Weaver, KZ, Hollis or Spellicy!
Some vSpecialists ooze charisma --- Mitch, Birdwell or Lewis come to mind.
As different as we all are, there are several character traits that are present in each and every vSpecialist.
The one I like best? Our team uses ZERO negative selling. Even if a customer begs for dirt on our competitors, you'll never hear a vSpecialist bash anyone.
This comes from the top down. Chad has taught us how to master the deflection. Chad never goes negative! In fact, he will will expertly describe our competitions strengths - and then demonstrate how we are better. That's karma!
Negative selling is the hideout of the weak. Bashing your competition may feel good short term, but it only lowers the audience's perception of YOU.
Some vSpecialists are incredibly technical --- Wait until you meet Weaver, KZ, Hollis or Spellicy!
Some vSpecialists ooze charisma --- Mitch, Birdwell or Lewis come to mind.
As different as we all are, there are several character traits that are present in each and every vSpecialist.
The one I like best? Our team uses ZERO negative selling. Even if a customer begs for dirt on our competitors, you'll never hear a vSpecialist bash anyone.
This comes from the top down. Chad has taught us how to master the deflection. Chad never goes negative! In fact, he will will expertly describe our competitions strengths - and then demonstrate how we are better. That's karma!
Negative selling is the hideout of the weak. Bashing your competition may feel good short term, but it only lowers the audience's perception of YOU.
Never try to make your penny shine brighter by tarnishing another's.
Long Live the Return of The Fable
Posted by: Michael Lynch | 06/17/2010 at 09:15 AM