Respect yourself, respect the customer and honour your profession—quit passing the buck. “Your account was to be credited yesterday but “they” haven’t done it.” “They” had said that “they” would email you the ticket but it appears they did...
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“Field gets the glory, support gets the job done.” I laughed when I heard this line, by a fellow in IT, in a movie I recently watched. “Field gets the glory, support gets the job done.” Hilarious as I...
Sell internally and externally, otherwise you will soon be piping these common lamentations by salespeople. “I was let down by back-office?”, “ Whose job is it?” “Why me?” As a salesperson, where does your job end? Is it after...
Plumbers, doctors, carpenters, auditors, electricians, accountants all benefit from knowing how to sell professional services First, let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff...
Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented....
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 a few days...
Conforming to the rules, works against successful selling. The stickler for rules gets frustrated because he yields to them and gets mediocre results at best. Progressive sellers, on their other hand, while remaining ethical, take the rules as...
Sales people that buy into this, “Bado mapema” mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you...