Archive for Category: Attitude

Internal sales training and challenges

Many companies sabotage their sales efforts through their internal sales training programs, methods. Most internal sessions of training 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. Focus on how the buyer benefits instead of narrowing down on features that

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Only calendar changed targets didn’t

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

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Steps to dealing with errant seller

When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just

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Could your pride be coming before your sales falls?

Contrary to popular belief, these pride-less acts earn the seller the buyer’s respect, not disdain. Would you caught at a prisons courtyard making a sale? As a man, would you pitch to a lady in the ladies washroom? If you are frowning upon the thought of either, possibly pride is impeding your selling potential. How

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Why most sales people survive and few, thrive

If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in reference to repeating the lessons learnt to habit status. Her “iterate” hit the nail much more

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