Relationship management in customer service begins with the realization that you need the customer more than he needs you —especially at the very moment it feels like you have the upper hand. I am not blind to the fact no-one wants to talk much about – that there are toxic customers, which is our topic
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You would rather lose the sale for lack of sales knowledge than product knowledge. This simple truth is at the heart of effective sales language. Product knowledge alone does not sell. True. This speaks to the inability of translating product features into customer benefits. Sales knowledge that is not informed by product knowledge runs the
#dontpoisonthewellwithbadsales, #honestselling, #productknowledgevssellingskills, #salesethics, #saleslanguage, #trustoversales, #whylosingasaleisbetterthanmisselling
Sales value clarity is the difference between pushing a sale and earning one. Without sales value clarity, even the best product sounds ordinary and forgettable. If you need extreme persuasion, your offer is either unclear or simply not compelling enough. You can’t outsell a weak value proposition. A value proposition is your response to the
#buyerdecisionmaking, #buyerpsychology, #competitiveadvantage, #salesdifferentiation, #salesmessaging, #SalesStrategy, #valueproposition, #weakvalueproposition
Most business leaders won’t admit this: their sales team isn’t really closing sales. They’re just starting arguments between departments—and losing “closed” sales in the process. And at the centre of it is a broken sales handoff process, where Sales lands a sale, celebrates it, then tosses it over to Logistics like a hot potato, “It’s
#AccountabilityInBusiness, #BusinessEfficiency, #BusinessProcesses, #LogisticsManagement, #OperationalExcellence, #OrderFulfillment, #ProcessImprovement, #SalesExecution, #SalesLeadership, #SalesOperations, #SalesToOperations, #SMEGrowth
Customers don’t reward effort. They reward clarity. Clarity in selling is King. You can work hard and still be irrelevant. Much like the student who, bereft of the answer, fills a foolscap with words hoping something sticks, or the teacher will be impressed (or confused) by the effort. As with the teacher, the buyer isn’t.
#askingforreferrals, #BuyersRewardClarity, #ClarityIsKing, #NoFog, #ObjectionHandling, #ProfessionalSelling, #SellingIsNotEffort, #valuebasedselling
Your sales pipeline is a mirror. If it’s dry, check your discipline. If it’s full but stagnant, check your courage. Sales punishes hesitation. Act. The more, now that we are coming from the longest weekend on the calendar. If your sales water is not flowing, the problem is not the tap – most probably there’s
If it doesn’t serve you, sacrifice it. Good Friday is one of those days that invites reflection, not celebration. It’s not about what was gained first — it’s about what was given up. It marks a moment of sacrifice, purpose, and singular focus that leads to transformation. For those willing to pause, it also creates
Price objections are rarely about money. They’re about doubt. The customer doubts you or doubts what you are saying – in that order. It’s much easier and face-saving to report that, “They say we are expensive,” than, “I was not confident enough,” or, “My uncertainty showed through my meandering presentation.” Effectively, that there was a
“Let me be clear,” the Director of Sales of a well-known company in the manufacturing sector asserted. “We do not do brown envelope; we do not bribe. We are the leaders in our industry and have been in business for 35 years now. Most of our customers have been with us for decades primarily because
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Confidence in sales is not loud. It is the ability to say: “This may not be for you.” And mean it. ‘This is not for you’ is a powerful statement that serves several purposes. It keeps you going in the face of rejection, it creates doubt in the prospect who dismisses your product, favours reframing,