Sales success contains the seeds of its own destruction

Dwelling in the adrenaline rush of a win, blunts your winning edge. From spectacular success to spectacular failure. This surmises the complete swing of the pendulum that is Germany’s dismal performance at the on-going World Cup. Fellow columnist Sunny Bindra captioned it neatly in his tweet: “If you’d told anyone before #WorldCup2018 began that champions…

Continue reading

Avoid These Sales Mannerisms That See You Shooting Yourself In The Foot

“Why would you want to interrupt a conversation that is to your advantage?” Success in selling is not just about what you say. Sometimes what you do shoots you in your foot.   These three mannerisms work against the seller, possibly losing him the sale. Cell phone etiquette. Francis (RIP), salesperson par excellence, told me this…

Continue reading

Why successful selling is not an end but a process

“Successful selling is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing.” You’ve changed. These words are the ultimate validation for the salesperson set to take off. Regrettably, they are words few salespeople get to hear. You see, there’s a mental, emotional and…

Continue reading

And this is how thriving as a columnist is similar to selling

My column in the Business Daily, Sales Pitch, turns three today. Today’s piece is the 151st. This makes me reflect. Did I know what I’d write about today, 150 articles ago? Of course, not. Was I skeptical I might not have something to write about? Of course, yes. Yet, here we are today.  And in…

Continue reading

Selling is not tricking a customer into buying a product

Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. Your tricks work I’m sad. I’m sad because I have been misunderstood. I’m sad because I have been excitedly told by some ardent followers that they have used “the tricks in your column and they always work.” One even…

Continue reading

Selling is Going Against the Societal Grain, and calls for Stoic Discipline

“…those that have resolutely chartered their own waters have emerged triumphant. And the same society that was against them, now becomes their cheering squad.” The foremost formidable challenge selling faces is that it goes against the societal grain. Most people are happy to take the well trodden path, not the one less travelled. They are…

Continue reading

Forget Closing! Just Get The Appointment

“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting remains the most important step in sales. All others cannot manifest if there’s no one to work them on” What is the most important skill in selling? Prospecting. Interestingly, when I ask the same question, I’m…

Continue reading

Sell ethically for sustainable business and commisions

I was recently invited to a sales achievement awards ceremony and five things stood out for me. Today I share one. Next week. I’ll share the rest. Like in any other awards ceremony, there were different categories. The one that I found of greatest interest is the category that rewarded those whose business had not…

Continue reading

Shrewd Salespeople Don’t Play By The Rules but Still Close

While the bank insists that all documentation must be in order before an account is opened, the salesperson gets all the documentation and has account opened but not necessarily in that order. The order is dependent on the situation at hand. Progressive salespeople don’t acquiesce to authority and cut corners in the field that would…

Continue reading