Brace yourself during the upcoming season of festivities. You may be called upon to get on stage and address an audience. This could be your company, or home estate, end of year party, a family gathering, graduation, best man at a wedding, or a church congregation. How do you do it? How do you give
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Avoid losing control the sale. In fact, never do so. Strive to lead the sale. There are many levels of control where selling is concerned but I’ll limit myself to one; the sales person-prospect engagement; that is, the salesperson-prospect conversation in sales. Other types of sales controls rotate around the sales process, system and management.
We open email based on two things: the sender and email subject line. And ‘we’ here includes your prospects too.Of all the tips, dos and don’ts out there on email or written communication etiquette, if in Sales, remember this: you (and your prospects) open email based on sender and email subject line. It is highly
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Contrary to popular belief, what goes into your sales funnel are suspects, not prospects. Whether gotten from your marketing or sales efforts, digital (say website) or ‘analog’ (say billboard, call, or print) it doesn’t matter. You still have to separate the wheat from the chaff (meaning, qualify them). But first, what is a sales funnel,
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The sales job has an element of customer service in it. Sadly, many sales people frown upon it claiming, “It’s not my job. Once I deliver the account, I’m out.” Equally, many customer service representatives strait jacket themselves in their job description and put blinders on even the most glaring of sales opportunities. “We’re not
The following illustration of how to become creative in selling, happened to a salesman in a multinational FMCG firm. The product he was selling was tea in a sachet. His first quarter sales were nothing to write home about. In fact, they were pathetic. The heat of disapproval from the sales manager was getting intensely
Sell internally and externally, otherwise you will soon be piping these common lamentations by salespeople. “I was let down by back-office?”, “ Whose job is it?” “Why me?” As a salesperson, where does your job end? Is it after you have delivered the cheque (sold externally)? Is customer service your work? More importantly, is back-office
Examples of cross selling Have you witnessed or experienced any of these examples in cross selling that show it’s importance? While fueling, a petrol attendant invites you to buy a higher grade fuel; as you await the meal you’ve just ordered, the waiter asks you what drink you would like to have; in traffic, a
“We’re done now,” to quote Big Shaq of the famed ‘Man’s not hot’ hit song. We’re done now with elections and the tension therefrom. But we’re not done with learning from the happenings. Here’s the last lesson; one from the Supreme Court proceedings on how jargon is opaque, a barrier to communication, and how best
Sales is competitive. As with any competition, there are winners and losers. The just concluded election, for instance, had a whopping 16,000 contestants, yet the vacancies were less than 10% of that. Selling is no different. And with competition, inevitably, conflict arises. One such is, “He stole my client” (sic). Given the labour that goes
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