To merchandise successfully, educate the buyer. But first, who is a merchandiser and what is merchandising? Well, when that lady (it’s almost always a lady) in the supermarket invited you to try her company’s cereal (or other product), that was different from the one you intended to buy, you experienced merchandising. At least the type
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invest in sales relationships. Here’s why. Towards the end of last year, my bank wrote to me. Like the two years running before then, I was being invited to take up yet another 30% increase on my credit card limit. This third invite would effectively more than double the limit I had started off with.
Do you believe in the phrase the customer is always right? Don’t! Wake up! You have been dreaming. You have been misled. The truth is, he rarely is. The customer is not always right! The notion that he is, could be costing you sales, and worse, you (mis) leading him down the wrong path. Walk
Don’t overthink it. At the end of the day, selling is a basic human interaction. You are selling as you go about your social interactions online and offline. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a
Why is the sales cycle called, well, a cycle? Yet, it’s anything, but? A cycle implies a circle. Incredibly smooth and perfectly round. But, in practice, there’s nothing smooth nor round about the sales cycle is there? The movement from point A to Z and back to A is so erratic it surely cannot be
Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from their respective well known employers. One sold and leased cars. Let’s call him Juma. Juma, bagged
RE: Salesperson wanting to be sales manager Dear Salesman, So you want that sales manager’s job because, “He doesn’t have to sell”, or, because, “He earns a much bigger salary”; well, read this. Sales management calls for different qualities from selling. Take resilience and selflessness. Salesperson why do you want to become a sales manager?
It is ok to send your buyer to the competition. “But I could lose them for life. In fact, there was this one I referred to a competing bank because it had the service he wanted. He was so happy that to this day he still calls me for coffee. But that’s all I get.
“I’ve just had an accident, and…,” the client nonchalantly starts to explain to his insurance company. Suddenly, he is interrupted with a sincere and heartfelt, “Are you OK?” by the representative who answered the call. The client’s eyes light up; a smile cracks his hitherto sullen face; his face brightens and suddenly there’s warmth in
When a product is launched, it must still be sold. Salespeople that look to the launch as a salesperson are quickly disappointed by the dismal results they get. Product launches are a marketing, not sales tool. Yes there’s a yawning difference between marketing and sales. Marketing, usually remotely, creates awareness to attract; selling personally engages