Following the rules limits your sales potential

Conforming to the rules, works against successful selling.  The stickler for rules gets frustrated because he yields to them and gets mediocre results at best. Progressive sellers, on their other hand, while remaining ethical, take the rules as guidelines, not deadlines. Many times they will bend them to snapping point much to the irritation of…

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Three lessons on courage, from sales jokes

Courage brother; do not stumble over aggressive or angry persons and limit your performance. If you had ‘Njaanuary’  (no-money January) as your excuse not to sell, here’s something to lighten up your spirits- sales jokes from which we can learn the importance of courage when selling. Joke 1: The insurance agent tells the prospective buyer: …

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Persistence is key to successful selling

Attacking is deftly persisting through every challenge coming your sales way without losing your enthusiasm. And persistence is an admirable quality-even to those who do not manifest it. While attending a funeral out of town last Friday, I was reminded of the importance of persistence to successful selling. Several hawkers were present, each selling  the…

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Hunger. The quality that separates sales ‘men’ from ‘boys’

A labourer’s appetite works for him, the Bible proclaims; his hunger drives him on. Hunger. The mark of a true salesman.  What makes the newspaper vendor trot after you in traffic? Hunger. Hunger makes the hawker I met in the evening traffic the other day plead as a tactic to a sale. “Ninunulie machungwa tu…

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