Prospecting is the cornerstone of successful selling. No, it is not closing. To close, there must first be a prospect…however, closing is the ultimate activity for making the sale. No, your sales job is not as overwhelming as you make it out to be. “What with doing reports, calling, replying to emails, prospecting, attending meetings,
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There’s nothing sweeter than the sound of one’s own name. Remembering the name after a long and dry spell in communication yields a warm, “Wow! You still remember my name?” There are several taboos to avoid in selling but start with these three and see the positive effect Remembering Names Progressive sellers cannot afford the
'Sweetest' sales taboo, how to ask for a referral
Human Interaction, Pitching/Presenting, Referals, Uncategorized
The unspoken sentiment is that this is no longer a ‘business’ problem but a Sales problem. That profit raking salespeople come automatically. What the business soon realizes is that a sales team is a different kettle of fish “Sara, have Sales do that thing where profits go up.” So the CEO, in a cartoon strip,
Now that you have been promoted from being ‘one of the boys’ to being in charge of the ‘boys’, what to do? Many sales leaders struggle with this transition. And understandably so. Suddenly you are pitted against yourself.You probably were the most vocal in your team, influencing the team to, say, leave work early when
At the heart of every successful sale was a one-to-one interaction between buyer and seller. Dear salesperson, about the loan repayment schedule you have pasted on the notice boards of most government offices? That carefully printed table showing select amounts of loan with commensurate duration and repayment; complete with your name and cell phone number
WhatsApp is a salesperson’s tool of trade; it clears any grey areas, and removes time wastage in, communication. How things change! Slightly less than two decades ago, email was considered ‘unofficial’. The hard copy (preferably posted letter-‘snail mail’) took precedence. Today, the plethora ways of instant messaging make email the new snail mail. Yet, for
However eloquent you are in the Queen’s English, you must still show the buyer what your product or service can do for him The Sales Pitch column turns four today. This is the 193rd post. A four year old is unpretentious and eager to learn. Equally, the bare knuckles nature of sales leaves little to
Ignoring different sales techniques for different buyers leads to disrespect by the sales team and limits the most effective of sales techniques Selling isn’t, er, selling. You must adapt your sales techniques to different buyers. Take the salesman who moves from say, selling fast-moving-consumer-goods (FMCG) to, say, selling electrical engineering products. The former includes selling
Dear customer interacting representative, You don’t have to sell, to, er, sell. change your attitude to selling. The misconception of what selling is, that selling is not for ‘us’ but ‘them’, and that “I don’t know how to sell”, is the cause for many lost sales by you. These reps could be technicians, staff in
#correctattitudeinselling, #customerfacingstaff, #frontofficesellingtechniques, #importanceofattitudeinselling
Salespeople don’t ask questions for various reasons. It doesn’t help that the high pressure sales environment does not reward meek attempts To begin with, the novice salesperson would rather ‘die with her problems’ than ask for help. In fact, this in itself is a significant reason why sales turnover remains on an all-time high. What