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Unending money (commission) increments are not a panacea to motivating salespeople. In other words, increased monetary rewards are not guaranteed to incentivize all salespeople. Any human resource personnel will tell you that money is not a motivator. “How?” you...
How does creativity contribute to sales success? How do you become creative in selling? Well, lets learn from these three sellers. Creativity in sales by reframing The owner of the construction was going into depression. He had miscalculated the...
How do you determine what the customer wants, if he himself doesn’t? Or, doesn’t want to divulge it? Explore. To begin with, if only there was a list of customer wants. (Sigh!). Alas! contrary to popular belief, customers don’t...
Accept sales rejections. Being shouted at like that has happened to many experienced salespeople. And many reasons abound for this. “You! When I see you here disturbing my people I will kick you out!” So, thundered the Senior Human...
The prospect feels heard, listened to, assured. These are the qualities that exercising patience when selling yields. And they dramatically increase customer retention. Patience. (Pause and digest that first). Patience isn’t just a virtue. Patience is a sales virtue....
Everyone is a salesperson. You likely have heard this before. But today I want to limit this to some roles that don’t see themselves as salespeople but are. You are selling. You may not admit it but you are....
