“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
invest in sales relationships. Here’s why. Towards the end of last year, my bank wrote to me. Like the two years running before then, I was being invited to take up yet another 30% increase on my credit card limit. This third invite would effectively more than double the limit I had started off with.
Do you believe in the phrase the customer is always right? Don’t! Wake up! You have been dreaming. You have been misled. The truth is, he rarely is. The customer is not always right! The notion that he is, could be costing you sales, and worse, you (mis) leading him down the wrong path. Walk
Don’t overthink it. At the end of the day, selling is a basic human interaction. You are selling as you go about your social interactions online and offline. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a
Why is the sales cycle called, well, a cycle? Yet, it’s anything, but? A cycle implies a circle. Incredibly smooth and perfectly round. But, in practice, there’s nothing smooth nor round about the sales cycle is there? The movement from point A to Z and back to A is so erratic it surely cannot be
Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from their respective well known employers. One sold and leased cars. Let’s call him Juma. Juma, bagged