Recruiting and retaining good sales people is no walk in the park. It’s a challenge that many organizations face, and it requires careful consideration and strategic planning to overcome. This may surprise many nascent business owners but is something seasoned ones learned the hard way. The budding ones naively imagine, “I’ll just focus on building,
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If you don’t like presentations that start with About Us, then believe me when I tell you that buyers don’t like yours that start the same. It’s not a case of tit-for-tat. No. It’s because buyers are selfish. You will captivate and win them over, easier and faster when you align yourself to their selfishness.
Why should they agree? This is question you must ask yourself, and adequately respond to, if you are to master the art of effective negotiating in Sales. Why should the buyer agree to buy what you are selling? Effective negotiating means unlocking success through skilful communication. In the dynamic world of sales, mastering the art
His need to address the gap between where he is, and where he wants to be, is the only reason why the buyer is entertaining your pitch. Show him how you can move him from point A to B and you are home and dry. The sale is yours to win. Fail to do so,
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“Send us a hard copy” the buyer says. You smile externally but curse internally. “Really! A hard copy. In this day and age. Who does that?” Wisely, you keep your incredulity and indignation to yourself. In any case the government official that just told you that does not care! He doesn’t care that hard copy
“The problem is the economy.” “The economy is bad; that’s why we can’t sell.” “Buyers aren’t biting because they have no money.” Hmm! Is the problem the economy or you? Are you doing the same things over and over again and expecting different results? If so, you may want to shift from such insanity and
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When prospecting on LinkedIn, remain engaging not (I dare say, never) salesy. To easily prospect on LinkedIn calls for a strategic approach, consistent effort, and genuine engagement. Prospecting is the cornerstone of successful selling; it is the most important step in the sales cycle. Prospecting is the never-ending quest for potential buyers of what you
Nothing frustrates sales people, and therefore business performance, like unclear expectations. (That, and insisting that they sell a product no one needs, like the Yellow Pages). But back to expectations. Even with a clear sales strategy, indeed as part of it, business owners and executives should set clear sales goals and targets for their sales
Salespeople default to the path of least resistance. The easy path. It’s in their nature. Internalizing this sales psychology is critical to business owners and sales managers. Especially given that, in the quest to solve this challenge, the tendency is to throw money at it. “We will just increase the commissions,” you’ll hear it said.
Remember when you first saw it? The tuk tuk complete with an umbrella? Absolute genius I thought when I saw it. I haven’t ridden on it to confirm the service matches the look but I was already drawn to it. Among the myriad tuk-tuk’s, all giving a standard service, the owner has sold differently. And