Archive for Category: Managing Sales Process

Love what you hate about selling and be wowed by the results

Love what you hate. Instead of complaining that the walk-in client only wanted a quote and won’t buy, invite him on a tour of the showroom as the quote is prepared. I drove though three successive fuel stations seeking air for my tires and received three successive, “haifanyi” (the pressure pump isn’t working), and, therefore,

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What qualities make a good sales manager

The qualities of a good sales manager are different. The person who finds themselves in the position of sales manager more often than not gets shocked by the transition. The qualities of a good sales manager are unusual. A sales manager’s job is not everyone’s cup of tea. Selling isn’t a desk job and management

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Why organizations shoot themselves in the foot in their quest to have a sales culture

The typical pyramidal organizational structure does not favour the sales orientation many organizations say they want. So these organizations shoot themselves in the foot. We shall look at two scenarios, starting with the first today and the other next week. To begin with is the organization that chooses to have a specialized sales force. Everybody

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Shrewd salespeople don’t play by rules but still close

Shrewd salespeople don’t play by the rules. 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. Like a soldier, he adapts Successful salespeople

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