In a country woven together by SMEs, folding a business stating, “I can’t sell” can kill the economic fabric. The more, given solutions exist. “I started a business but it failed because I don’t know sales.” (Or, “I can’t go into business because I can’t sell”). I have received this lamentation in different variations, usually
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“I want you to train my sales team. I’ve recently started a business and I handle the technical aspects. It’s why I started the business. Selling is not my thing so I want you to train my team.” If only it were that simple, I silently think. You see, contrary to what it’s screaming, this
What can you do to get the attention of the potential customer? To begin with, picture this. Your phone beep-beeps in the dead of night. You are sound asleep. And this piercing intrusion in the silent night is not holy. So, you click your tongue, cursing, “Now, who is this sending messages at this time?”
As counter-intuitive as sounds, following up to close the sale in this ‘Corona’ period, is even more necessary. Buyers want responsive sellers but are not responsive themselves. This emphasizes the need to follow-up to close the sale. A foot in the door doesn’t a closed sale. Increase your chances of getting the sale by following
Your listening is guaranteed to fail you. Use pen and paper to take sales call notes. But, if typing on a phone is how you roll, roll on brother. Take notes during sales calls. If the doctor turned the document he was writing on towards you, would you decipher the content? Well, first you’d do
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How do you simplify the sale? Share what the product or service does, not how it does it. Sieve is much easier than filament and precision instruments, yes? “Do you want a 50-seater or 100-seater?” Likely if planning a wedding, you’ve already guessed I’m talking about tents. If only sellers could simplify their products to
Is HR responsible for training effectiveness? Well, is HR responsible for the performance of the department that needs the training? Therein lies the loaded question and, in my view, answer. What is the role of Human Resources (HR) in training? It is only to facilitate execution of the training. Unfortunately, I find many customers for
Salespeople cannot hold a grudge against prospects (potential buyers). Those that do, frustrate themselves and therefore their job. Here are three reasons why. Prospects see all salespeople as one “You people lied to me. Yes! You denied me a loan after promising me heaven! You are all liars!” This barrage is unceremoniously levelled at the
3 common and costly mistakes in sales, so easy to commit. Unfortunately, they result in expensive sales losses. Here are 3 costly sales mistakes and how to avoid sales mistakes. Costly mistake, 1: Not paying attention to the business card This costly sales mistake is more common than you think. You exchange cards with the
Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value of your product’s features to their