Sales Articles

This first step in negotiation could earn you the sale

Open negotiations with a disarming statement. This way you diffuse tension from a tense situation. This first step in negotiation could earn you the sale. When dealing with a seller, buyers (and that includes you) by nature are guarded. And you can’t blame them. Over the decades the buyer-seller relationship has become fear, instead of

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How to unlock sales success by articulating your value proposition

Do your salespeople understand what they are selling? Are they able to articulate it? To articulate the value proposition. Or as business owner or sales manager you assume it’s obvious? Let me illustrate. I recently held a session with sales newbies. Their product is revolutionary but their customers are traditional. I’m talking about logistics here,

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Read this before you think you can manage a sales team remotely

You will struggle to successfully run a sales team by remote. I’ll explain why shortly. But first, what do I mean by managing a sales team remotely? Well. Think of how effective, though detached, a remote control is from the TV, and the comfort it offers the user. Now then, there are sales managers and

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Don’t just push, pull your way to closing with ease

Pushing vs pulling in sales. Should you be pulling instead of pushing? Especially if you are in B2B selling if you are pushing with little success, try pulling. “Push. Just push”, “You’re not pushing hard enough”, and such other variants of the same are the mantra in Sales. And, yes, pushing may still be getting

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Focus on the customer’s problem with agility

Focus on the customer’s problem with agility, and not rigidity with what you’re selling, Interact with the buyer around his problem with an open mind, not your product, a closed one. Engage with the prospect on why he is entertaining your presence, because it’s not because you are. Like with a girl on a date,

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To increase sales empower your customer facing staff

When you empower your customer facing staff you invariably increase sales, much as selling is not explicitly their docket. Let me share a story with lessons learnt from it, to illustrate this. With the new KRA TIMS Electronic Tax register in place, business owners are intent on exercising tax efficiency, that is, managing their taxes.

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Avoid showing desperation when selling. Here’s why

Are you reeking of desperation? Can the buyer smell desperation hanging in the air like the stench from your sweaty armpits? Well, this could be why you are losing sales. You’ve let how the desperate state of the economy is affecting you, consume you. In addition to increased inflation, if you are on a salary,

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Recruit and retain good sales people now. Here’s how.

Recruiting and retaining good sales people is no walk in the park. It’s a challenge that many organizations face, and it requires careful consideration and strategic planning to overcome. This may surprise many nascent business owners but is something seasoned ones learned the hard way. The budding ones naively imagine, “I’ll just focus on building,

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3 secrets of super sales teams that feel illegal to know

Here are three secrets of successful sales teams that business owners and entrepreneurs should know. The distribution curve rules First. Not all your salespeople are, or will even be, sales rock stars. Accept this. Move on. Like a bell curve you will always have a select few As, a bulk of Bs and Cs and

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