David M. Fellman Male Cary, NC United States 919-363-4068: Like

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About my Business:: Speaker, Author, Sales Trainer

About Me:: Basketball, Running, Weights, Reading

My Ideal Referral is:: Small business owner who needs help with both sales strategy and the motivation to make it happen.

Who referred you to inSide919?: Bill David

Website:: http://www.dinosaurwisdom.com

Blog Address:: http://blog.dinosaurwisdom.com/

919 Phone number (only add if you are okay with people calling you): 919-363-4068

Latest Activity

Gaynor Fries, 919 Director left a comment for David M. Fellman

"Happy Birthday David, hope today is one to remember."

Jun 12

Articles by David M. Fellman

Cadillac Appetites, Chevrolet Budgets

One of my clients used an expression today that I haven’t heard in a while. Speaking about one of his employees, he said: “She has a Cadillac appetite on a Chevrolet budget.” That was especially interesting, because we’d just been talking about the range of quality in his particular product, and there’s definitely a Cadillac version and a Chevy version, and they’re priced accordingly. His product is up toward the Cadillac end of the spectrum, and he’s constantly fighting the battle that buyers…See More

Jul 17, 2012

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David M. Fellman and Bill Laundon are now friends

Jun 16, 2012

Pat Howlett left a comment for David M. Fellman

"Hey David, really appreciate your contribution to the network, it's approved. As you know Inside919 is in transition and it's time to elect your membership level going forward. Here is the most recent announcement of the…"

Jun 16, 2012

Articles by David M. Fellman

Networking Like A Pro

I want to start today with some more Dinosaur Wisdom: There are no shortcuts in selling, but there are accelerators. The most obvious accelerator is to start your pursuit of a “suspect” through a referral. (Remember, they’re suspects when you think or even hope they might be prospects, but you shouldn’t call them prospects until you’re sure they’re fully qualified — which means (1) that they buy, want or need exactly what you sell, (2) that they have enough volume potential to make pursuing…See More

Jun 16, 2012

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Articles by David M. Fellman

Here's What I Propose...

Quote. Bid. Tender. These are all terms for giving a prospect or customer a price on a product or service. I have a better one though: Proposal.What’s the difference? A quote, bid or tender is simply a price. I’ll sell you all the X you want for $Y. A proposal takes you into the reasons that your prospect or customer should buy that product or service from you. Think of it this way, a quote is an invitation to compare your price to your competition’s. A proposal is an orchestrated appeal to…See More

Jun 3, 2012

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Articles by David M. Fellman

Inquiries, Tips and Finds

I wrote a column for a printing industry trade magazine nearly 20 years ago, titled “Inquiries, Tips and Finds.” The basic idea was that leads come in three varieties: inquiries, which are generally raw responses to some form of advertising; tips, which have been qualified to at least some degree; and finds, which are suspects a salesperson digs up on his/her own.One of my clients is a regular advertiser in a local business journal, and its readers have two ways to respond to most of the ads.…See More

May 28, 2012

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Articles by David M. Fellman

Partnerships (A Little Change of Pace)

Today’s post is coming from a little different place than usual. It’s about a buying experience that taught me something important about selling. We all want to build partnerships with our customers, right? We all want to give — and also get — value in every relationship.Back in my early years as a salesperson, I remember thinking that the world was a very unfair place. I spent most of my working life giving, dealing with that responsibility to bring the first measure of value to the…See More

May 20, 2012

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Articles by David M. Fellman

I’m Really Busy Right Now!

Here’s the situation. You’re trying to set an appointment with a prospect, and he or she says: “I’m really busy right now!” How should you respond to that?You may be disappointed in the simplicity of my recommendation, but I think you should just say: “When would be a better time?”Please consider this, though. While this strategy is really pretty straightforward in terms of your question, the buyer’s response will tell you something about his/her interest in meeting with you, and that’s the…See More

May 12, 2012

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Articles by David M. Fellman

Buy Time (And Be Honest!)

It’s pretty well accepted that the speed of business today is FAST! Unfortunately, I think that generalization leads many salespeople into trouble. Here’s a suggestion that might help you to eliminate some problems in the future — always try to buy time on any order. By that, I mean don’t be so quick to commit to the shortest possible delivery or fulfillment time, always try for the longest turnaround that will still meet your customer’s needs.I was involved in a situation recently where the…See More

May 4, 2012

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Articles by David M. Fellman

What Is Prospecting?

If you’re the owner or manager of a company, you probably want your salespeople to do more prospecting. If you’re a salesperson, you should probably be doing more prospecting than you are. With all this talk about prospecting, though, what exactly are we talking about? Here’s my definition: Prospecting is an activity chain which begins with the identification of “suspect” companies, and ends with the first substantive conversation with the buyer. In other words, prospecting is a stage in the…See More

Apr 24, 2012

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Articles by David M. Fellman

Overcoming Inertia

A lot of sales situations are governed by inertia. In other words, you start talking to a prospect and they seem to like you well enough, but they’re not unhappy with their current supplier, so the easiest thing to do is to keep buying from them. It’s a fact that many buyers view many products and/or services as commodities.How do you change that thinking? Sometimes you just need to find a tipping point, one specific thing that will overcome the inertia of an “if it ain’t broke, don’t fix it”…See More

Apr 3, 2012

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Articles by David M. Fellman

The Winds of Change

Here’s a question you may never have considered. How many people will be cleaning out their desks today, and leaving their current position? How many of those people will be moving to something else within their company? How many will be moving to a new job in a completely different company? Based on the size of our population and our economy, I wouldn’t be surprised to find that the number of people leaving one job or starting a new job runs in the tens of thousands each and every day.Now the…See More

Mar 29, 2012

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Articles by David M. Fellman

Modeling

When I was a kid, I built a lot of model airplanes. My older brother preferred boats, but I was an airplane guy, even way back then. From about 4th Grade to 6th Grade, I built everything from WWII fighters to cold war-era jets. They knew me by name at the model store in the town I grew up in.These days, I don’t build models, but I do build from them, because modeling is a very good way to maximize your sales efforts.Modeling CustomersThe most obvious application for modeling is in the earliest…See More

Mar 21, 2012

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Articles by David M. Fellman

Selling Is Hard, So Work Hard!

I made two trips to Australia last year. In May, I went there to speak at a trade show, and in June, I went again to speak at a franchise convention, and to present a series of full-day seminars in Sydney, Melbourne and Brisbane. The first trip took me out and back in five days, and that includes the day you lose flying west across the International Date Line, so my five-day trip involved two days of work and three days of travel. The second trip lasted nine days, which meant six days of work…See More

Mar 7, 2012

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Articles by David M. Fellman

Time Is/Can Be Turned Into Money

I tell a story in my seminars about the initial training on my second selling job (with Moore Business Forms), how I flew down to New Jersey for a week-long training program, and how every day started with breakfast meetings at 6:00 AM and ended with beer-fueled — but still job-related! — conversations late into the evening at the hotel bar. I learned a great deal that week, but there was one thing nobody covered, and it surfaced as the last question I asked my boss when he dropped me off at…See More

Mar 2, 2012

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David M. Fellman's Article

Cadillac Appetites, Chevrolet Budgets

Posted on July 17, 2012 at 3:07pm 0 Comments 0 Likes

Networking Like A Pro

Posted on June 15, 2012 at 10:11am 0 Comments 0 Likes

I want to start today with some more Dinosaur Wisdom: There are no shortcuts in selling, but there are accelerators. The most obvious accelerator is to start your pursuit of a “suspect” through a referral. (Remember, they’re suspects when you think or even hope they might be prospects, but you shouldn’t call them prospects until you’re sure they’re fully qualified — which means (1) that they buy, want or need exactly what you sell, (2) that they have…

Here's What I Propose...

Posted on June 3, 2012 at 3:50pm 0 Comments 0 Likes

Quote. Bid. Tender. These are all terms for giving a prospect or customer a price on a product or service. I have a better one though: Proposal.

What’s the difference? A quote, bid or tender is simply a price. I’ll sell you all the X you want for $Y. A proposal takes you into the reasons that your prospect or customer should buy that product or service from you. Think of it this way, a quote is an invitation to compare your price to your competition’s. A proposal is…

Inquiries, Tips and Finds

Posted on May 28, 2012 at 11:08am 0 Comments 0 Likes

I wrote a column for a printing industry trade magazine nearly 20 years ago, titled “Inquiries, Tips and Finds.” The basic idea was that leads come in three varieties: inquiries, which are generally raw responses to some form of advertising; tips, which have been qualified to at least some degree; and finds, which are suspects a salesperson digs up on his/her own.

One of my clients is a regular advertiser in a local business journal, and its readers…

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At 9:16am on June 12, 2013, Gaynor Fries, 919 Director said…: Happy Birthday David, hope today is one to remember.

At 1:52pm on December 22, 2012, Pat Howlett said…: Hey David, want to take a minute and personally Thank you! for being Inside919, I wish you and yours Happy Holidays, a Very Merry Christmas and the Most Successful 2013 possible.

I promise to increase my efforts around here to increase your visibility, reputation and business connections. Let me know whenever I can be of help.

At 12:20pm on August 29, 2012, Pat Howlett said…: Hey David, just wanted to reach out personally before we complete the Inside919 Transition and invite you to join us at The "Authors Chamber" on Facebook - since you're an Independent Author it might help to connect with others.

At 12:35pm on July 26, 2012, Pat Howlett said…: Hey David, as we approach the deadline I wanted to personally encourage you to stay Inside919.

We've gone to a paid model that is less expensive than all the Chamber or other Business Networking options in the 919 (and we cover the all towns).

We now provide several "Insider" Online Trainings as well as a NEW Article Distribution system.

If you're interested please check out which member option will work best for you and take action.

Since it's quarterly you may want to give Inside919 v2.0 at least 90 days to see what happens :)

If you decide Inside919 is not for you simply go here and you will be able to remove your own account and past contributions.

I really do hope you stay with us as we become a smaller yet more dynamic local business community, but completely understand that this will not be for everyone.

In either case, I wish you all the success possible and appreciated the opportunity to connect and look forward to seeing you around the 919.

At 2:13pm on June 18, 2012, Pat Howlett said…: Hey David, Just wanted to update you on the Membership Transition of Inside919 (been beating this drum since Jan and it's now time).

Simply click on the link above to see where we're going and why.

Please let me know if you have any questions - the Goal is to create a more active and dynamic business community.

At 12:31pm on June 16, 2012, Pat Howlett said…: Hey David, really appreciate your contribution to the network, it's approved.

As you know Inside919 is in transition and it's time to elect your membership level going forward. Here is the most recent announcement of the transition with a link to the new Membership Options.

Also make sure you're showing up in the New Business Directory (the key is to make sure the category name used in the Directory is in the "About my Business" field on your Profile (click "Settings" to rt).

Really looking forward to what a more active and dynamic local network can do for everyone.

At 8:39am on June 12, 2012, Pat Howlett said…: Happy Birthday David, hope this is a great day for you to do something fun or kick back and relax :)

At 10:48am on August 22, 2011, Leslie Flowers said…: Thought you might enjoy this David.... http://tinyurl.com/3zosymt

At 9:28am on June 12, 2011, Pat Howlett said…: Happy Birthday David, hope you're able to do something you really enjoy today or simply kick back :)

At 8:58pm on December 31, 2010, Pat Howlett said…: Hey David, Wanted to take a minute and help you make your Profile more effective in 2011. When time permits take a look at this short video that will show you how to move content boxes around your profile. I know that this will help others get to know you and connect.