Archive for Author: LMYE Writer

Effective salespeople aren’t always likable personalities. Here’s why

Contrary to popular belief, your personality does not determine success in Sales. For instance, there’s a pervasive myth that effective salespeople are extroverted, charming, charismatic, and instantly likable. The only problem is there’s no evidence that it’s actually true; it’s a widely held belief but just that-a myth. While charisma can certainly be an asset

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The debt collection dilemma : Should salespeople take charge?

Should deal makers be debt chasers? Should salespeople do debt collection? At first blush the response, would be, “Duh! Yah. It’s their job. Further, it makes financial (cost) sense as opposed to having others do it and in any case isn’t a sale closed, when payment is received? Why should someone else do it and

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Boost your sales with problem identification, not problem solving

Are you engaged in problem identification or problem solving? Are you identifying problems, or solving problems identified? Confused? Well, if you are selling in a hardware shop and a customer comes in stating, “I want a drill,” do you sell him one, or do you find out why (or what for)? If you do the

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Connect the dots to being a seasoned salesperson or entrepreneur

Connect the dots is a form of (children’s) puzzle containing a sequence of numbered dots. When a line is drawn connecting the dots, the outline of an object is revealed. In the sales profession, connecting the dots will determine professional health or morbidity. Connect the dots to sales success Why? Because, the ability to discern

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The sales odyssey: Lessons in persistence. The Paul Kinuthia story

Persistence and the art of connecting the dots pave the path to your success in selling. They are cornerstones of the sales odyssey; the sales journey. Here are two compelling stories that demonstrate this—one of unwavering persistence and another of methodical dot-connecting. The stories illuminate the essence of thriving in the competitive realm of sales.

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Recruit wisely: Technical competency is not sales competency

I was once asked to do a rather unusual thing. The request affirmed that technical competency does not mean sales competency. Here’s what happened. A client had a product (a ground-breaking software). He also had a compelling testimonial of it from a wowed customer, and the gravitas to marshal key decision makers (most C-suite) from

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4 reasons why blaming ‘They’ in Sales weakens you and your sales

Respect yourself, respect the customer and honour your profession—quit passing the buck. “Your account was to be credited yesterday but “they” haven’t done it.” “They” had said that “they” would email you the ticket but it appears they did not. “They” were supposed to have sent you the cheque book last week, you mean “they”

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