The percentage of sales people that quit must be highest for any profession. Put differently, the profession with the highest turnover is Sales. And there’s reason why most people quit Sales. It is difficult to see a compelling tomorrow when you cannot raise your eyes away from a trying today. This is the predicament that those
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Today I wish to share sales (or lack thereof) experiences, from a customer’s viewpoint. This is in the hope that business owners will take heed how to stop losing customers. Unless of course you want to debate the disadvantages of losing customers. No? OK. Here is a customer’s perspective on reasons why your business could
“Sorry, Sir. You’re unable to cash this cheque over the counter, as it’s not opened,” the cashier at my bank explained. I cursed under my breath. I knew this! What a silly and, about to be, costly mistake in terms of time wasted looking for the other signatories and queuing afresh, I had made! In
Have you ever met a complete stranger and you immediately hit it off? The conversation flowed effortlessly and so too the silence. Most probably you have; and no, assuming it was the opposite sex, it wasn’t love at first sight. No. You had just experienced raw, pure, unadulterated rapport. The dictionary defines rapport as, ‘a
Informal sellers, such as street vendors (hawkers), small market traders, and independent resellers, often employ practical techniques to simplify and accelerate sales. These lessons can be valuable for formal businesses and sales professionals looking to streamline their processes and enhance efficiency. Here are 3 more lessons in selling from roadside sellers. Personalization and relationship building:
“Wow! That’s less than half price? That’s a very good deal. Especially in this economy. I’ll take 4 packets. Yes, I love biscuits that much,” the shopper confesses to the saleslady (merchandiser) at the supermarket. Taken in by his enthusiasm and innocence, and yet internally conflicted she whispers to the shopper, “Are you OK with
In the dynamic realm of business, possessing a highly skilled sales team is of paramount importance. However, mastering sales techniques is just the tip of the iceberg. Having business acumen, that is, an understanding of the broader business landscape, economic trends, and market intricacies, sets exceptional salespeople apart. Simply put business acumen is business sense;
Open negotiations with a disarming statement. This way you diffuse tension from a tense situation. This first step in negotiation could earn you the sale. When dealing with a seller, buyers (and that includes you) by nature are guarded. And you can’t blame them. Over the decades the buyer-seller relationship has become fear, instead of
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Do your salespeople understand what they are selling? Are they able to articulate it? To articulate the value proposition. Or as business owner or sales manager you assume it’s obvious? Let me illustrate. I recently held a session with sales newbies. Their product is revolutionary but their customers are traditional. I’m talking about logistics here,
Pushing vs pulling in sales. Should you be pulling instead of pushing? Especially if you are in B2B selling if you are pushing with little success, try pulling. “Push. Just push”, “You’re not pushing hard enough”, and such other variants of the same are the mantra in Sales. And, yes, pushing may still be getting