Sales Articles

How to handle an angry customer if you are a salesperson

“If they are not there by the time I arrive, cancel the contract!” So fumed the Operations Director of the shipping line that was also this travel agent’s largest client. The salesperson knew the consequences of losing this contract. He’d lose his job too. (A (non) fun fact. If you are a salesperson, there are

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Why most people quit sales is as simple as it’s not. Here’s why

The percentage of sales people that quit must be highest for any profession. Put differently, the profession with the highest turnover is Sales. And there’s reason why most people quit Sales.It is difficult to see a compelling tomorrow when you cannot raise your eyes away from a trying today. This is the predicament that those

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Your business could be losing you sales. A customer explains how

Today I wish to share sales (or lack thereof) experiences, from a customer’s viewpoint. This is in the hope that business owners will take heed how to stop losing customers. Unless of course you want to debate the disadvantages of losing customers. No? OK. Here is a customer’s perspective on reasons why your business could

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Lessons in selling from government mistruths, half-truths and lies

In government, as in sales, the art of persuasion often involves crafting a compelling narrative that resonates with your audience. Like telling Kenyans that unga (maize flour) prices will fall to 120shs per 2kg packet (from 230) in six months to March this year. This was to happen following the subsidizing of production (as opposed

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Focus on the buyer’s purchase solution, not your product problems

“Sorry, Sir. You’re unable to cash this cheque over the counter, as it’s not opened,” the cashier at my bank explained. I cursed under my breath. I knew this! What a silly and, about to be, costly mistake in terms of time wasted looking for the other signatories and queuing afresh, I had made! In

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Build rapport with the buyer to close faster. Here’s how. And why.

Have you ever met a complete stranger and you immediately hit it off? The conversation flowed effortlessly and so too the silence. Most probably you have; and no, assuming it was the opposite sex, it wasn’t love at first sight. No. You had just experienced raw, pure, unadulterated rapport. The dictionary defines rapport as, ‘a

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Accessibility and 2 more lessons on selling from informal sellers

Informal sellers, such as street vendors (hawkers), small market traders, and independent resellers, often employ practical techniques to simplify and accelerate sales. These lessons can be valuable for formal businesses and sales professionals looking to streamline their processes and enhance efficiency. Here are 3 more lessons in selling from roadside sellers. Personalization and relationship building:

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Are your employees sabotaging your sales? Here’s what to do

“Wow! That’s less than half price? That’s a very good deal. Especially in this economy. I’ll take 4 packets. Yes, I love biscuits that much,” the shopper confesses to the saleslady (merchandiser) at the supermarket. Taken in by his enthusiasm and innocence, and yet internally conflicted she whispers to the shopper, “Are you OK with

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Unlock value from sales tips and techniques as guides not crutches

“It didn’t work when I tried it.” Of course, it didn’t. That doesn’t mean it doesn’t work or it’s bad. It just means it didn’t work for you. Sales people that use sales tips and techniques as crutches unwittingly reveal that they are handicapped. They are handicapped because they want, no, need, to externalise the

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Three reasons why salespeople with business acumen thrive

In the dynamic realm of business, possessing a highly skilled sales team is of paramount importance. However, mastering sales techniques is just the tip of the iceberg. Having business acumen, that is, an understanding of the broader business landscape, economic trends, and market intricacies, sets exceptional salespeople apart. Simply put business acumen is business sense;

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