Sales is business but business is not sales. A business needs sales to survive; in fact, that is its very reason for existence —to sell. But. That does not make sales the business. The tension that hurts companies most This tension between sales logic (what closes sales now) and business logic (what sustains the firm
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Counterintuitive as it may sound, cheap products are the hardest to sell — for both businesses and their salespeople. The assumption that “lower price equals easier sale” is a dangerous myth. Salespeople who blame price for poor results will be surprised to know they’re not entirely valid. And businesses that focus on being the cheapest
#b2bsales, #cheapitemstosell, #counterintuitive, #pricingpsychology, #SalesStrategy, #sellingcheapproducts, #valueoverprice
Toxic customers come in many forms. This one punctuated every sentence with the f-word while liberally sprinkling its older profane siblings. Customer facing staff at the bank would cower the moment he walked into the branch. Each of his foreign exchange accounts were funded in the tens of thousands at any one time. This particular
#customerabuse, #customerisnotalwaysright, #employeemorale, #firethecustomer, #leadershipmatters, #notallrevenueisgoodrevenue, #protectyourstaff, #saygoodbyetobadcustomers, #staffoversales, #toxicclient
Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating enormous lifetime customer value. Think about that for a moment: if you are selling dog food,
#lifetimecustomervalue, #petindustry, #predictablerevenue, #referralmarketing, #relationshipselling, #repeatbusiness, #SalesStrategy
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 toxic customers exist. And this is not about
#BusinessTips, #CRM, #customerrelationshipmanagement, #CustomerService, #why treating customers with respect retains business, #WhyEmpathyBeatsEgo
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