Procurement officials should sell, not buy

How can procurement officials sell, not buy? How can they improve their negotiation skills? By learning how to sell Officials in the procurement function repeatedly engage in the selling process, with suppliers.  But, they refrain from admitting that they are selling-preferring instead to call it negotiation.  In my view, they can keep the procurement label,…

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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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Limit your presentation to only what is necessary to close

Imagine having to wait until the girl knows everything about you before trying to kiss her. Likely, there’ll be no girl to kiss by then. Say just enough to close.  This advice tends to elicit polar opposite schools of thought. One says it’s cheating, the other it’s necessary. I’m  for the latter.  But first, what…

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Sell to solve the buyer’s problem, not to seek elusive product perfection

Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”; “Competitor K’s service is priced lower than ours”; and, “Competitor L has…

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Product And Price Are Only Two Of Seven P’s You Can Use To Close The Sale Faster

You were lied to. The 7Ps of marketing, aren’t. They are also the 7Ps of finance, of administration of human resources, of ICT, of operations, and even, of sales. They are the 7Ps of business. As a reminder they are product, price, place (distribution), promotion (marketing), physical evidence, process (how the business operates) and people…

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