Articles

Align your product service mix with customers

To what extent does the product service mix, or service product, mix affect your selling? You see, your product attracts your prospect, but your service retains your customer. A majority of products carry with them an element of service but in varied degrees. The hospitality industry, for instance, has a heavy dose of both. Take

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To prospect efficiently, ask for referrals

Ask for sales referrals. Prospects don’t volunteer them unsolicited. A sales referral is perhaps the most powerful weapon in a sales person’s arsenal. A sales referral happens when an existing customer or prospect gives the name (that is, refers) of another potential buyer, to the sales person. This means that asking for referrals is a

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Ask for the sale if you want to get it

Ask. Just ask for the sale. Ask for the meeting. Ask for the cheque. Even ask for the referral. Ask. Just ask. And be specific when asking. It is tragic that many sales fail simply because the sales person did not ask. He did not ask the right questions, or worse, did not ask for

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How to sell doubt and differentiate yourself

Differentiating yourself on price is a race for the bottom. Who hits bottom first, wins. And be dammed the cost. All else lose. Differentiating yourself by ethically selling doubt is more productive. But how to sell doubt, you wonder? Well, read on. First off, doubt triggers pause. Doubt triggers introspection. Doubt triggers attention. And all

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Convert internal training to customer understanding

Convert internal training to customer understanding to thrive in selling. Why? Because, unfortunately, internal sales trainings are company, not customer, focused. They focus inward, not outward. They focus on the science of the product, not art of selling it. If only companies knew just how accurate the term internal is when it comes to their

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Money motivating sales people, is no silver bullet

To begin with, money motivating sales people does not work unendingly. In other words, increased monetary rewards are not guaranteed to incentivize all salespeople. Even human resource personnel admit that money in itself is not a motivator. “How?” you wonder. “But money (present or absent) is a central theme in everyday discussion!” Well, that’s not

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How to determine what the customer wants

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 know what they want. So that list would be constantly evolving. A seller who takes this

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