Sales Articles

Are your processes losing your company sales?

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

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To win lay buyers, start by pitching value of product

To the lay person, the trick is to reverse the pitch starting with value then benefit, and unless the feature is easily understood, ignoring it completely. The eyes you are reading this through have an ancillary body and muscle, anterior chamber filled with aqueous humour, cornea, vitreous body, macula, iris and retina. Unless you are

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First acknowledge an objection before responding to it

Objections are the archenemy of the average seller.  The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The

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