Donât just qualify, disqualify sales leads too. Quit flogging a dead horse. Itâs 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 canât 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
Sales is competitive. As with any competition, there are winners and losers. Kenya’s General Election, for instance, has a whopping 16,000 contestants, yet the vacancies are less than 10% of that. Selling is no different. And with competition, inevitably, conflict arises. One such is, âHe stole my clientâ (sic). Given the labour that goes into
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âI donât compete on the same level as others,â a participant in my sales training session proudly explained. âI 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.â 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 letâs see why this is important. Especially in B2B service selling. Customers donât 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 customerâs mood, if itâs not receptive. If the customer is not in the right frame of mind for the meeting, switch gears and address this first. Insisting on progressing with the pitch will likely backfire. If his mood wonât change, his mind wonât either. So change the customerâs mood and watch his mind
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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. Iâll 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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The benefits of prospecting to a salesperson. Wow! I never imagined having to write about this, thinking it was obvious, but alas! here we are. Iâve come to realize it is not obvious to many sellers. Four happenings last week informed this revelation. I was reminded by a reader that there are always new salespeople
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