Prospecting is the most important step in selling. Yet many salespeople will complain when it is done for them. When you are handed a portfolio of existing customers to grow, celebrate. Yet, many sellers complain-especially if they are customer service agents. Celebrate because the most important part and difficult step in selling is done for
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Remarkable, isn’t it? The sales lessons you can learn from street vendors. Remarkable because we don’t see them in the same light we do formal sellers, whom we call professional, organized. I’d already shared a similar post here, but an experience from last weekend informs this article. In fact, it informed not just sales, but
How to organize your sales day could be the missing link to transforming your sales performance. And there’s a simple method to apply. But first, a background. Is time management necessary for a salesman? Yes. As it is, most salespeople blame ‘We don’t have time to sell’ to justify their lacklustre performance. Yet the importance
Successful salespeople don’t follow the rules. This is what makes them succeed. Paradoxically, following rules is what makes average sales people, well, remain average. Here are three attributes of becoming a successful salesperson, by breaking the rules. Focus on result not process Your sales rule book or standard operating procedure (SOP) likely outlines number of
How do you market yourself if you are a sales person? Do you even market yourself? Have you even thought that you need to? If your answer is (likely) no, then you are in good company. Most sales people don’t think of that. They assume marketing is for ‘the company’ to do not them. It
Successful sales people can get away with murder. Average sales people can only wish they could kill the many ‘problems’ that afflict their selling. This is the difference between successful and average sales people. Average sales people are bogged down with average sales people problems.Successful sales people are bogged down with too many sales. Average
How do you sell in times of uncertainty? How can you increase sales in 2022? There are many things you can do to thrive in your selling this year, but none of them will go far if you do not do this one thing-show empathy. There is hope in the air locally and globally. Deaths
The 21st C customer affects your selling in insidious ways. In fact, he just won’t tell you this, but he really doesn’t need you. Truth is, he doesn’t trust you. Let me explain. As the seller at the stall at Kenyatta Market went on and on about the virtues of the Kailas rucksack, the prospect
Think like a customer. If you don’t do it, likely they don’t either. Quit being in denial about this. Be honest and transparent about it. Learn from it and stop shooting yourself in the foot. How do you think like a client? Here’s 3 ways to think like a customer. If you discard their brochures,
Why do people buy or not buy your product? This quote can help. “People don’t buy their way into something they buy their way out of it.” What a quote, huh? But what does it mean? Win their hearts and minds The reason why most customers do not buy your product is because they succeeded