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,
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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
When you empower your customer facing staff you invariably increase sales, much as selling is not explicitly their docket. Let me share a story with lessons learnt from it, to illustrate this. With the new KRA TIMS Electronic Tax register in place, business owners are intent on exercising tax efficiency, that is, managing their taxes.
Are you reeking of desperation? Can the buyer smell desperation hanging in the air like the stench from your sweaty armpits? Well, this could be why you are losing sales. You’ve let how the desperate state of the economy is affecting you, consume you. In addition to increased inflation, if you are on a salary,
If you are a salesman reading this, are you busy or are you buzzing? Are you busy with sales activities or buzzing with sales accomplishments? Being busy is good, but you are paid for buzzing; activity may keep you going but it’s accomplishment that moves you forward. So, sales activity vs accomplishment. Let’s look at
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