In today’s world many business models are different from the traditional one and the definition of customer, needs discernment. Thus, importance of knowing your customer cannot be gainsaid. “Who is a customer?” Whenever I ask delegates in my sales training session that question, I almost always get one or both of these responses. “The customer
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The qualities of a good sales manager are different. The person who finds themselves in the position of sales manager more often than not gets shocked by the transition. The qualities of a good sales manager are unusual. A sales manager’s job is not everyone’s cup of tea. Selling isn’t a desk job and management
#salesmanagertraining, Effective sales management, How to be an Effective Sales Manager, I don't like my sales manager
Leading, Managing Sales Process, Managing Teams, Sales Management
The internet has changed selling as we knew it. How things change. There was a time when the travel agency was the custodian of all information travel. And airlines and tour companies were at its mercy. Information on where to go; how to get there; how much to pay to get there; when to go
Disruptive Selling, How Internet has affected selling, How the Internet has disrupted selling, The death of the Travel Agent
Rejection. The salesman’s nemesis. Rejection. The leading cause for the high attrition in the sales profession. Rejection. The foremost reason why most people shun sales. Yet, you should bounce back from rejection Rejection is painful. Rejection is so painful, that many actively avoid it. Sadly though, for the salesperson, avoiding rejection is a step backwards
To some it’s euphoric. To most it’s traumatic. That fleeting, tension-filled moment, when the first kiss is imminent. Euphoria is when the man senses and immediately acts on that moment; tragedy is when the man senses it but freezes in place. In the former, the lady is excited that the man took the cue. In
Close faster. Limit the options.The fewer the choices, the easier it is for a customer to make a decision. Too many choices confuse customers. “When you go to the market to buy two apples, why do you get disappointed when you find only two remaining?”, the advert used to ask, and then would give us
Product superiority is about managing perceptions through sales superiority. And perception, being amorphous, changes with time. “The salesperson who has the superior product has an easier time selling.” True or false? I get asked. It’s not as simplistic as that, I say. Think through this with me. News is news, yet the Daily Nation has
Branding is creating perception, People buy perceptions not products, Product Superiority is a Perception
Education is for Empowerment, Never Examination. Get rid of the ‘diploma disease’ Get rid of ‘diploma disease’ as you pursue further education. One of the challenges of the current education system is that it is perceived as meant for employment and is finite. Most people go to school to get a certificate that will hopefully
Listen! Did you hear that? No? LISTEN! Do you hear it? If you haven’t paused to these instructions you are in good company-the company that hears, but does not listen. And sales people are notorious for they do not listen to the customer. Besides sales, we also offer other customer/audience facing short courses and when
Active Listening, Generational Listening, HOw do I improve my listening, NLP Representational Systems in Selling, Steve Covey's Empathetic Listening
“I came hoping to get some relief of my ulcer but listening to him only stressed the ulcer the more.” This is because in his presentation, the doctor had used PowerPoint as a verbal crutch not a visual aid. Use PowerPoint as a Visual Aid If it’s been said once it’s been said a million
Appealing PowerPoint Slides, How do I answer the question tell us about yourself, How to correctly use PowerPoint, What does death by PowerPoint mean