Numbers don’t lie. Sales people do. Numbers don’t lie, trust them. Sales people lie, let them. Numbers don’t lie, trust and manage sales people through them. Sales people lie; let them; they’ll hang themselves when the rope is long enough. Today’s post is for those in sales leadership. Why do sales people lie? First off,
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To sell over the telephone calls for a different skill set from selling face to face. What is telephone selling? Telephone sales means just that. Prospecting, interviewing, demonstrating, validating, negotiating and closing all on ‘phone. Here are three things to consider to successfully sell over the telephone. The tone of your voice is 85% of
Here are 3 reasons why it is important to help customers make purchase decisions. The word selling is ‘dirty’ Unfortunately, selling connotes negative, even fearful images in the mind of the prospective buyer (prospect). Actually, even the statement, “We will transfer you to sales” or “We will introduce targets in your job description” fires images
Prospecting is a science, not an art. Prospecting is the never unending quest to seek buyers for your product or service. I’ve said it before, and will keep shouting from the rooftops. If you don’t prospect, you die. If you do not have anyone to buy your product, it’s as good as useless. Quite unfortunately,
Sales contests. The magic ingredient in sales. The importance of sales contests cannot be gainsaid. But what do you mean by sales contests, you ask? Sales contests are, well, contests like any other, in which some win, others lose but overall the team and therefore institution thrives. Or should. The importance of sales contests Why
If you don’t measure it, it won’t happen. If you don’t measure sales performance, it won’t happen. And if you don’t measure process, choosing to measure results instead, good luck! Measuring process is King, measuring results is vanity. Believe it or not there are institutions that don’t measure sales processes. They measure results. Even I
Salespeople take risks. Scratch that. Successful sales people take risks. Mediocre ones colour within the lines. And their (mediocre) results show it. If you are recruiting for a sales person, capacity to take risks should be high on your checklist. If you are recruiting compliance officers, then acting in accordance with set rules it is.
“But we’ve never heard of you, customers keep saying. We could sell more if only Marketing did their job.” Not an uncommon accusation from sales people. Today, I’d like us to look at some sales problems marketing gets blamed for-unfairly. In fact, some problems are simply objections that need handling. They don’t know about us
To what extent does the product service mix, or service product, mix affect your selling? You see, your product attracts your prospect, but your service retains your customer. A majority of products carry with them an element of service but in varied degrees. The hospitality industry, for instance, has a heavy dose of both. Take
Ask for sales referrals. Prospects don’t volunteer them unsolicited. A sales referral is perhaps the most powerful weapon in a sales person’s arsenal. A sales referral happens when an existing customer or prospect gives the name (that is, refers) of another potential buyer, to the sales person. This means that asking for referrals is a