Only calendar changed; targets didn’t

Rainmakers know only the calendar changed, targets didn’t. “Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff.  Only the calendar has changed. The spouse, the job, the targets remain the same.” And…

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“Because of Corona…” is fading to an excuse

“Corona, after all, is no longer “imported” but “locally produced”. ‘Because of Corona is therefore a hard sell If you’re thinking it, they’ll ask it. So instead of wishing it away, or resigning to fate, address it instead. Think of an appropriate response, dwell on it, experiment with it, iterating it to perfection with every…

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Take disappointment in your stride to thrive in sales

Disappointments can be complex. Like the current rapid slowing down of economic activities because of the disruptive Corona virus. You will face disappointments when selling. Expect it. Learn from it. As they say, ‘If you do not encounter the devil on your way to success, you are likely walking in the same direction.’ Logically, all…

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First acknowledge an objection before responding to it

Objections are the archenemy of the average seller.  The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The…

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Don’t be too quick to acquiesce to requests for discounts

Doing so makes you an order taker; you are little more than a shopkeeper waiting for the buyer to say, “I want a loaf of bread,” for you to jump into action. If you acquiesce to discounts based solely on your salespeople’s feedback, then you and your sales people have a problem; you, a business…

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Think for the buyer and avoid the dreaded “Let me think about it.”

Usually, this requires that you understand his circumstance because it is the lens through which he is looking at the problem. Think for the buyer to accelerate the sale. Leave nothing for his imagination Spell out how you see the sale going through from his point of view. And do this without disrupting his circumstances,…

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Effectively Handling Objections Moves You From Average To Stellar Seller

Instead of telling your buyer that he’s wrong, help him come to a different conclusion of his own accord. What separates a stellar seller from an average one is the number and quality of responses they have to the objections commonly raised by buyers. Objections are statements made by buyers as a way to say,…

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Scientific Sellers must Adopt Artistic Skills for Successful Closes

1+1=2 is scientific. When selling, the answer depends on how the question is perceived. As such it could be an is equal to sign, or the number eleven, or two ones, or… Selling is not a science. This is what sellers that are scientists (app developers, crop consultants, engineers, IT experts, even accountants) quickly and…

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Busy Yourself With Customer Facing Activities, That Make Sales

Prospecting is the cornerstone of successful selling. No, it is not closing.  To close, there must first be a prospect…however, closing is the ultimate activity for making the sale. No, your sales job is not as overwhelming as you make it out to be.  “What with doing reports, calling, replying to emails, prospecting, attending meetings,…

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