Fire that poor performing salesperson, but before you do…

Keeping a consistently poor performer hurts the business financially and affects the team morale and therefore productivity. How long should I keep a non-performing sales newbie? The short answer to this question I get asked often is this: three months is too short, a year too long. The floor is informed by the need for…

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How do you stay hungry in sales?

A salesperson’s performance is limited to the extent of his craving What do these three sellers have in common? The hawker who runs after you in traffic to complete the sale (or, start one because you showed interest in his wares); the seller at the stall who enthusiastically beckons you to his store with, “Karibu…

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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…

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Why a quantifiable goal is crucial to a successful client meeting

A goal crystallizes the purpose of the meeting; it focuses the seller to a specific thing and with this, he will most likely find himself customizing his presentation accordingly To make your client meetings productive, have a quantifiable goal. Office meetings are a common tool of business. Paradoxically, many attendees (even sales people in sales…

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How to meet your new year sales resolutions

Today you are at the peak of your desire to see through your 2015 resolutions. And 2015 promises to be exactly what you plan it to be. For many, this means that having reached the peak, the only way is down and January will end with the intense desire dissipated. Many, but not you, the…

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Lessons from 2014 that will help you sell better in 2015

Spain’s poor performance in the World Cup taught us one thing about sales: being number one is easy; staying there, not so. Product superiority is not sales superiority. Selling is an art (emotion); a demo is a science (logic)-the demo alone may trigger the interest but won’t seal the deal. Variety spices life; too much…

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Set Selfish Goals to Succeed in Selling

What’s in it for me? That”s what the salesperson who wants to progress in his profession must ask if he is to succeed in selling; especially now in the beginning of the year. Here’s why? Sales is not a desk job so this column has repeatedly averred. Systems and structure for reporting is something the…

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