Three quick tips that can accelerate your sales

Here’s one more tip on, “Give us a discount”. Confidently ask the buyer, “Why?” Here’s three quick practical tips that can accelerate your sales. Tip one: Discount doesn’t have a currency attached to it. Quit attaching one when negotiating. The average seller dreads the words, “Give us a discount.” In fact, some businesses have even…

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Set yourself apart by selling value

Unfortunately, the average seller, doesn’t focus on the buyer’s need preferring instead to dwell on his Instead of standing in line with your product differentiation, stand apart with your selling. The former has a limited shelf life before it is copied, or bettered. In any case customers don’t buy what your product is; they buy…

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Four reasons why you sell for yourself

There is something magical about a buyer seller connection that accelerates the sale. Dear Seller, You are not making that sale for your employer; you are making it for yourself. The employer is secondary. Rid yourself of the mentality that the sale is the employer’s problem.  It limits your performance; it  gets you going in…

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Always establish the buyer’s needs

Even when a buyer comes demanding, “I want this solar panel; my neighbour told me he bought it here,” be cautious as seeing it as an open and shut sale. Customers don’t know what they want. There; I’ve said it. It therefore behoves the salesperson to show them. More accurately, guide them to what they…

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For more sales spend half your time with buyers

This way, he has you top on his mind which incidentally, he doesn’t. His focus is on his job, not yours. Time management is a huge challenge for most sellers. Interestingly, they doesn’t see it that way but instead lament that, “I have too much to do.” And it’s easy to see why. Most sellers…

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Why most sales people survive and few, thrive

If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in reference to repeating the lessons learnt to habit status. Her “iterate” hit the nail much more…

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Go on! Put your nose in the buyer’s business

Probably because of intense pressure to bring in sales, or not knowing any better, most sellers tell and sell as opposed to listen and learn. Curiosity killed the cat, not the seller. Instead of qualification and presented solution (which is seeing it from the selling process), have it as acknowledge pain and decision (which is…

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Firmly tie discounts to payment duration

You cannot pay school fees or buy food with a signed contract. In any case, a sale is considered closed when cash is received. Before agreeing to that discount, find out how long the payment will take. Duration as a bargaining chip is elusive to most sellers, and the consequences can be frustrating; some even…

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