Salespeople cannot hold a grudge against prospects (potential buyers). Those that do, frustrate themselves and therefore their job. Here are three reasons why. Prospects see all salespeople as one “You people lied to me. You denied me a loan after promising me heaven! You are all liars!” This barrage is unceremoniously levelled at the salesperson…
Continue reading3 costly sales mistakes and how to avoid them
3 costly sales mistakes, so easy to commit. Unfortunately, they result in expensive sales losses. Costly mistake, 1: Not paying attention to the business card This costly sales mistake is more common than you think. You exchange cards with the prospective buyer (prospect) as good business etiquette dictates. He puts yours away without so much…
Continue readingWinning the business to business sale; 3 tips
Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value to their business of your product’s…
Continue readingHow your internal processes can help you sell
Internal processes in your company, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal process being a reflection of yours, is useful information for the business-to-business seller. That’s one that sells to a business; for instance, an advertising representative from A. Media Group selling advertising space to a company…
Continue readingSales tutoring and challenges in the internal environment
Many companies sabotage their sales efforts through their internal sales tutoring program methods. Most internal sessions of training are product-oriented, with a technocrat (say, an engineer or underwriter) called in to drive home the product knowledge; yet success in selling is buyer-oriented. Focus on how the buyer benefits instead of narrowing down on features that…
Continue readingWhat Strategies are involved in Sales Conversion?
What does conversion mean in product/service sales? Just because the buyer’s jaw dropped (prospect’s), floored by the magnificence of your novel product or service, does not mean they will automatically buy. No. They must still be sold to. Conversion involves product attraction PLUS customer engagement. This revelation is a cause for grief for many novel…
Continue readingSeek first to understand before closing
Customers want to buy, not to be sold to
Continue readingHow to sell to the right person
This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect, you (professionally) die. Prospecting is the never-ending search for potential buyers for your product. When you prospect, you ensure you are selling to the right person. But it first…
Continue readingHow do you build trust in selling?
How important is it to build trust in selling? Changing hastily made commitments raises eyebrows, and breaks trust. Understand the scope of work before pricing it. The more if you are In the B2B (Business-to-Business) industry, where tip-of-the iceberg symptoms are verbalized as the iceberg problem by the potential buyer (prospect). Take the institution (a…
Continue readingProcurement officials should sell, not buy
How can procurement officials sell, not buy? How can they improve their negotiation skills? By learning how to sell Officials in the procurement function repeatedly engage in the selling process, with suppliers. But, they refrain from admitting that they are selling-preferring instead to call it negotiation. In my view, they can keep the procurement label,…
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