Archive for Category: Discipline

Three easy ways to increase sales

What are some unique and easy ways to increase sales, if you are a salesperson, you wonder? Well read on and when done create an action plan to increase sales. I’ll explain how to increase sales of services or products with practical examples. First, though, increasing sales can happen in two ways: volume and value.

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Why sales reporting is important to you

Why sales’ reporting is important is because it benefits both the organization and the sales person. Unfortunately though, most sales reports are Oscar Award winning works of fiction. Further, it doesn’t help that most are not read. A tweep captured this when he tweeted thus: “…in my fledgling days in sales we had a sales

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Adapt to this most important step in selling

Prospecting is the most important step in selling. Yet many salespeople will complain when it is done for them. When you are handed a portfolio of existing customers to grow, celebrate. Yet, many sellers complain-especially if they are customer service agents. Celebrate because the most important part and difficult step in selling is done for

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How to become a successful salesperson

Successful salespeople don’t follow the rules. This is what makes them succeed. Paradoxically, following rules is what makes average sales people, well, remain average. Here are three attributes of becoming a successful salesperson, by breaking the rules. Focus on result not process Your sales rule book or standard operating procedure (SOP) likely outlines number of

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Differences in successful and average sales people

Successful sales people can get away with murder. Average sales people can only wish they could kill the many ‘problems’ that afflict their selling. This is the difference between successful and average sales people. Average sales people are bogged down with average sales people problems.Successful sales people are bogged down with too many sales. Average

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Sales success contains the seeds of its own destruction

Sales Success can easily lead to failure. 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

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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, once told me

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Why successful selling is not an end but a process

“Successful selling is a process. It 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,

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Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.