Being the top salesman feels much like winning the World Cup. It’s a double-edged sword. One edge cuts the air with jubilation as the world celebrates with you, while the other edge cuts deep with the realization that in the same instant, you are the defending champion. And here’s the thing: being number one is
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Products don’t sell, sales people do. Services don’t sell, customer needs do. Products and services don’t sell; salespeople that address customer needs do. If a customer you’ve never hosted before calls your hotel asking to make and pay for a reservation, it’s not that they like your hotel; nor is it that they don’t have
Don’t just qualify, disqualify sales leads too. Quit flogging a dead horse. It’s a waste of your limited time, it frustrates an already trying role (continual prospecting) and speaks more about you than the suspect. Yes, suspect. He can’t be a prospect. Whereas both are sales leads, prospects not only have a need for your
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Have you ever been sold to the exact same product, by the exact same sales person, at the exact same spot, only a decade later? And were you impressed at their level of professional and personal growth or dismayed at the depths to which they had sunk? The former is an object of admiration; the
“I don’t compete on the same level as others,” a participant in my sales training session proudly explained. “I ask the client what he wants, I give it to him, and in the process he naturally opens the account, which is what I wanted him to do in the first place.” If you were wondering
Finally! In 5 days Kenya decides who their next leader is. In a few days the campaigning will be over. The trail will grow cold. So, before it does, and in keeping with the mood of the nation, here are three lessons in selling from the Kenyan campaign trail. Always ask for the close Whether
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Define the product before you price it. It may take time as the process tends to be exploratory, but it’s time worth spent. Trust me; you can thank me later. For now let’s see why this is important. Especially in B2B service selling. Customers don’t know what they want Typically, whether selling online payment platforms,
The objective of the initial contact is not to sell. That may come as a shock to many sales people. The purpose of the initial call on the prospect could be one of three things: get a contact, get an appointment or fact-find. Note it is just ONE. Now let is look at each of
Change the customer’s mood, if it’s not receptive. If the customer is not in the right frame of mind for the meeting, switch gears and address this. Insisting on progressing with the pitch will likely backfire. If his mood won’t change, his mind won’t either. So change the customer’s mood and watch his mind follow.
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What are some unique and easy ways to increase sales, if you are a salesperson, you wonder? Well read on and when done create an action plan to increase sales. I’ll explain how to increase sales of services or products with practical examples. First, though, increasing sales can happen in two ways: volume and value.
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