Sales people that are effectively selling to C-suite executives are a miniscule few and oceans apart between. Of the few that can overcome feeling intimidated, even fewer still meaningfully engage the C-level executive. Suffice it to say, based on research, C-level executives find less than 20% of the time spent by sales people as useful.
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Prospecting is the most important step in selling. Yet many salespeople will complain when it is done for them. When you are handed a portfolio of existing customers to grow, celebrate. Yet, many sellers complain-especially if they are customer service agents. Celebrate because the most important part and difficult step in selling is done for
How to organize your sales day could be the missing link to transforming your sales performance. And there’s a simple method to apply. But first, a background. Is time management necessary for a salesman? Yes. As it is, most salespeople blame ‘We don’t have time to sell’ to justify their lacklustre performance. Yet the importance
Successful sales people can get away with murder. Average sales people can only wish they could kill the many ‘problems’ that afflict their selling. This is the difference between successful and average sales people. Average sales people are bogged down with average sales people problems.Successful sales people are bogged down with too many sales. Average
How do you sell in times of uncertainty? How can you increase sales in 2022? There are many things you can do to thrive in your selling this year, but none of them will go far if you do not do this one thing-show empathy. There is hope in the air locally and globally. Deaths
The 21st C customer affects your selling in insidious ways. In fact, he just won’t tell you this, but he really doesn’t need you. Truth is, he doesn’t trust you. Let me explain. As the seller at the stall at Kenyatta Market went on and on about the virtues of the Kailas rucksack, the prospect
Think like a customer. If you don’t do it, likely they don’t either. Quit being in denial about this. Be honest and transparent about it. Learn from it and stop shooting yourself in the foot. How do you think like a client? Here’s 3 ways to think like a customer. If you discard their brochures,
Why do people buy or not buy your product? This quote can help. “People don’t buy their way into something they buy their way out of it.” What a quote, huh? But what does it mean? Win their hearts and minds The reason why most customers do not buy your product is because they succeeded
Yes. It’s here. Another year, another January, another reminder. “Don’t get too excited about this New Year stuff. Only the calendar has changed. The spouse, the job, the targets remain the same.” So, here are three tips to boost your sales this January. 1. You can never listen your way out of a sale You
This is our last post this year. From the two and a half score posts in 2021, here are three ways to increase sales in 2022. Put the pandemic into perspective to increase sales in 2022 We have come full circle. Two year ago this December, Coronavirus was added to our collective global vocabulary. And