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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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
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
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
“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
how do I improve my listening skills, Is it ok to comment on customer's photos, Should I switch off my cell phone during a sales interview
The progressive salesperson’s sales reputation is more important to him than that of the organization he represents. It is why customers still call him for assistance even after he leaves. To help us understand this better, let’s look at three scenarios. The aggrieved salesperson A salesperson may feel aggrieved because the employer has dragged payment
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
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. You see, I have been excitedly told by some ardent followers of this blog that they have used “the tricks in your column and they always work.”
“…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
“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.” So, forget closing the sale; just get the appointment. What is the most important skill in selling?