Selling dos and don’ts in this pandemic. Only three months ago, online learning was all the rage. Now parents aren’t sure whether they want to continue with it, or wait for January Here are three selling activities sellers can salvage, or activate sales with, in this pandemic. Spell it out. The first of the selling
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Sales pipeline management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Sales pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, all the way to its completion
Dial into your sellers’ emotion. Be in tune “Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may
Deploy your passion to prospecting successfully online. Will it be easy? It’s your lifeline. Just start. Deploy your passion to prospect successfully online. To begin with, prospecting is the lifeline of successful selling so I’ve said, repeated, reiterated and will continue to evangelize. Prospecting is identifying the right person to sell to. Therefore, successful sellers
Listening and reading are wildly different forms of consuming content. So are physical and virtual audiences. Therefore, presentation to virtual audience must be adapted accordingly You’ve just sat down to watch the 7’oclock news on NTV. The newscaster comes on. He is holding that day’s Daily Nation. Your face spells, “Huh?” Then you smile. It
Spread your prospecting efforts. The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. To begin with, there’s business bloom to be found in this pandemic gloom. Yup! This is what those that have migrated online are finding and mining. And that those
Prospect differently online. It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline. The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting
It’s crisis in private schools due to COVID this time. Your business could be next. What would you do if you owned a school? Firstly, it appears private schools are the loudest institutionlikely to take the Nokia route. Nokia (famously renowned for its global mobile ‘phone dominance) collapsed when technology changed. “They missed the importance
The online buyer has control. So? insisting that the employee must be in a suit when attending a ‘Zoom meeting’ will only frustrate you, the employer. You can’t control that. Accept and move on. You are no longer in control. This is a bitter pill for most sellers to swallow. Yet now, more than ever,
Remove friction from the purchase experience. But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs. The former