“It didn’t work when I tried it.” Of course, it didn’t. That doesn’t mean it doesn’t work or it’s bad. It just means it didn’t work for you. Sales people that use sales tips and techniques as crutches unwittingly reveal that they are handicapped. They are handicapped because they want, no, need, to externalise the
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Aligning personal values and corporate values earns you sales. Misaligned values loses you sales, and may cost the sales person his job. Here are 4 true stories that practically illustrate why you should align salesperson and company values. Case 1: The Preacher We had to part ways. Was he competent? Absolutely! In fact, he was
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Being the top salesman feels much like winning the World Cup. It’s a double-edged sword. One edge cuts the air with jubilation as the world celebrates with you, while the other edge cuts deep with the realization that in the same instant, you are the defending champion. And here’s the thing: being number one is
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Many companies sabotage their sales efforts through their internal sales training programs. Most internal professional sales training programs are product-oriented, with a technocrat (say, an engineer or underwriter) called in to drive home the product knowledge. Yet, success in selling is buyer-oriented. And so, armed with product knowledge, the seller goes out to evangelize to
Rainmakers know only the calendar changed, targets didn’t. “Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff. Only the calendar has changed. The spouse, the job, the targets remain the same.” And
How do you sell yourself after job loss? After all, “The only thing you got in this world is what you can sell; and the funny thing is that you are a salesman and you don’t even know it.” The air is pungent with job losses. Two million as at November, reported the Business
Make a customer not a sale. Lessons from landlords, private schools and the matatu crew Tenants, parents and passengers. Do you suppose those that sell to them have ever seen them as customers? Those that sell to them are, respectively, landlords, schools and the matatu crew. Do you suppose an upside to this pandemic will
How to handle sales disappointment? Disappointments can be complex. Like the current rapid slowing down of economic activities because of the disruptive Corona virus. You will face disappointments when selling. Expect it. Learn from it. As they say, ‘If you do not encounter the devil on your way to success, you are likely walking in
Every parent knows that it is the unique child that will not wait until the material morning of opening school to say, “I don’t have a pencil” or, “My socks were stolen last term.” January is only nine days old. The holiday season is past. Schools have re-opened. Traffic is back. The sun is moving
One of the ways to do this is to focus on near closes. These are the low hanging sales fruits that are ripe, just begging to be plucked. “Haiya! Imagine the year is over.” (sic) That’s a statement that’s currently trending and likely one you have uttered. It is true that 2019 has only a