Continual prospecting is key to success. 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
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If you are losing sales, perhaps it is not that your company is unattractive. It’s just that your processes 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 evidence that
The unfortunate thing is that many times buyers say yes to put you off and not because they know anything about the product. Whereas a measure of assumption is inevitable in selling, there are instances where it can cost you the sale. Here are three such. Assumption One When opening the sale you ask the
To accelerate your sales, aim to get two appointments per day, every day and spend half your time face-to-face with customers. That’s one simple trick to close sales faster 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.
It is a debilitating fallacy to believe that decision makers in an organization understand and are concerned about how the spinning of their cog, affects the movement of the organizational wheel. They don’t. There is reason why a business-to-business (B2B) sale is also called a complex sale. The Business Daily you buy from the newspaper
Grow your sales muscle and remember the buyer has a problem he wants 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 as a price warrior. You score an A for
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,
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
Rejection is part of human interaction; even you do it. Sometimes intentionally, sometimes inadvertently. It happens within selling and even outside. Rejection is here to stay. What you should focus on is how to overcome rejection. Sales is filled with rejection – so it’s critical to develop a healthy attitude to it. Easier said than done,
“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” (The Art of War) It is not enough to know your product. To sell successfully you must also know your competitor’s product. The failure to do so will cost you sales. You will be stumped when thrown a curve ball. “But, (your competitor)