âSend us a hard copyâ the buyer says. You smile externally but curse internally. âReally! A hard copy. In this day and age. Who does that?â Wisely, you keep your incredulity and indignation to yourself. In any case the government official that just told you that does not care! He doesnât care that hard copy
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âThe problem is the economy.â âThe economy is bad; thatâs why we canât sell.â âBuyers arenât biting because they have no money.â Hmm! Is the problem the economy or you? Are you doing the same things over and over again and expecting different results? If so, you may want to shift from such insanity and
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âField gets the glory, support gets the job done.â I laughed when I heard this line, by a fellow in IT, in a movie I recently watched. âField gets the glory, support gets the job done.â Hilarious as I found it, itâs a source of irritation and conflict in many businesses, and the cause of
âThe price may be high, as you say, but what about the cost?â The buyer does a doubletake. Quickly recovering he retorts, âWhat do you mean, the cost? Iâve just told you the price is high!â The salesperson has been here before; he knows the buyer sees price and cost as the same, yet they
When prospecting on LinkedIn, remain engaging not (I dare say, never) salesy. To easily prospect on LinkedIn calls for a strategic approach, consistent effort, and genuine engagement. Prospecting is the cornerstone of successful selling; it is the most important step in the sales cycle. Prospecting is the never-ending quest for potential buyers of what you
Nothing frustrates sales people, and therefore business performance, like unclear expectations. (That, and insisting that they sell a product no one needs, like the Yellow Pages). But back to expectations. Even with a clear sales strategy, indeed as part of it, business owners and executives should set clear sales goals and targets for their sales
Salespeople default to the path of least resistance. The easy path. Itâs in their nature. Internalizing this sales psychology is critical to business owners and sales managers. Especially given that, in the quest to solve this challenge, the tendency is to throw money at it. âWe will just increase the commissions,â you’ll hear it said.
Aligning personal values and corporate values earns you sales. Misaligned values loses you sales, and may cost the sales person his job. Here are 4 true stories that practically illustrate why you should align salesperson and company values. Case 1: The Preacher We had to part ways. Was he competent? Absolutely! In fact, he was
#aligningpersonalvaluesandcorporatevalues, #companyvisionandmission, #employeeemployervaluesalignment, #valuesmisalignment, #valuesmismatch
Remember when you first saw it? The tuk tuk complete with an umbrella? Absolute genius I thought when I saw it. I havenât ridden on it to confirm the service matches the look but I was already drawn to it. Among the myriad tuk-tukâs, all giving a standard service, the owner has sold differently. And
To merchandise successfully, educate the buyer. But first, who is a merchandiser and what is merchandising? Well, when that lady (itâs almost always a lady) in the supermarket invited you to try her companyâs cereal (or other product), that was different from the one you intended to buy, you experienced merchandising. At least the type
#dutiesofamerchandiser, #merchandisevsmerchandising, #merchandisingtaboos, #visualmerchandiser, #visualmerchandising