If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in reference to repeating the lessons learnt to habit status. Her “iterate” hit the nail much more
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Probably because of intense pressure to bring in sales, or not knowing any better, most sellers tell and sell as opposed to listen and learn. Curiosity killed the cat, not the seller. Instead of qualification and presented solution (which is seeing it from the selling process), have it as acknowledge pain and decision (which is
The reason why the seller is confused is because he has always seen himself as selling parcels of land and not parcels of investment. Some sellers stunt their growth and limit the potential of their performance because of having a limited view of the product or service they are selling. For instance, most property sellers
Creativity is not nailing it with every experiment; it’s always trying new ways to experiment. Like these 4 sellers I watched as she stood at the parking ticket dispenser dispensing for, and presenting tickets to, drivers as they drove into the mall. Adorned with an infectious smile, she presented the ticket, and a flyer. You
You cannot pay school fees or buy food with a signed contract. In any case, a sale is considered closed when cash is received. Before agreeing to that discount, find out how long the payment will take. Duration as a bargaining chip is elusive to most sellers, and the consequences can be frustrating; some even
Continual prospecting is key to success. This eternal search can take many shapes. A fan of this column says they are required to spend 60%oftheir selling time, prospecting. If you don’t prospect you die. Not in the literal sense but the professional one. Prospecting is the never-ending search for potential buyers for your product or
If you are losing sales, perhaps it is not that your company is unattractive. It’s just that your processes pong. “We don’t take cards. We only take cash.” You curse under your breath and drive to the next petrol station almost bordering the one you’ve just left. And guess what? Emblazoned everywhere is evidence that
The unfortunate thing is that many times buyers say yes to put you off and not because they know anything about the product. Whereas a measure of assumption is inevitable in selling, there are instances where it can cost you the sale. Here are three such. Assumption One When opening the sale you ask the
To accelerate your sales, aim to get two appointments per day, every day and spend half your time face-to-face with customers. That’s one simple trick to close sales faster Do you want to jumpstart your sales? Do you want your sales team members to eat your dust? Here’s how. Forget making 10 calls per day.
It is a debilitating fallacy to believe that decision makers in an organization understand and are concerned about how the spinning of their cog, affects the movement of the organizational wheel. They don’t. There is reason why a business-to-business (B2B) sale is also called a complex sale. The Business Daily you buy from the newspaper