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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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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