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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Continual prospecting is key to successful selling

This eternal search can take many shapes.  A fan of this column says they are required to spend 60% of their selling time prospecting. If you don’t prospect you die. Not in the literal sense but the professional one. Prospecting is the never-ending search for potential buyers for your product or service.  Unfortunately, for most sellers it’s…

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Are processes losing your company sales?

If you are losing sales, perhaps it is not that your company is unattractive. Far from it. It’s just that you pong. “We don’t take cards. We only take cash.” You curse under your breath and drive to the next petrol station almost bordering the one you’ve just left. And guess what? Emblazoned everywhere is…

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One simple trick to rocket-propel your sales

To accelerate your sales, aim to get two appointments per day, every day and spend half your time face-to-face with customers. Do you want to jumpstart your sales? Do you want your sales team members to eat your dust? Here’s how. Forget making 10 calls per day. Get two appointments per day. Most likely at…

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Dishing out discounts shrinks your selling muscle

Grow your capacity as a salesperson, know the market, believe in your product and remember the buyer has a problem he wanted to resolve with the purchase. With this knowledge, try this… If you acquiesce to every request for a discount, your sales muscle gradually atrophies. You never grow as a sales person; you grow…

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Embrace humility to thrive as a technical seller

It doesn’t make you less of an engineer because the client asked to see an engineer, yet you are one; it makes you more of a salesperson when you oblige. But I’m an engineer, not a salesperson you indignantly respond. Yes. But, remember you are selling So what! So what if the buyer tells you,…

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To win lay buyers, start by pitching value of product

To the lay person, the trick is to reverse the pitch starting with value then benefit, and unless the feature is easily understood, ignoring it completely. The eyes you are reading this through have an ancillary body and muscle, anterior chamber filled with aqueous humour, cornea, vitreous body, macula, iris and retina. Unless you are…

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