WhatsApp is a salesperson’s tool of trade; it clears any grey areas, and removes time wastage in, communication. How things change! Slightly less than two decades ago, email was considered ‘unofficial’. The hard copy (preferably posted letter-‘snail mail’) took precedence. Today, the plethora ways of instant messaging make email the new snail mail. Yet, for
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However eloquent you are in the Queen’s English, you must still show the buyer what your product or service can do for him The Sales Pitch column turns four today. This is the 193rd post. A four year old is unpretentious and eager to learn. Equally, the bare knuckles nature of sales leaves little to
Ignoring different sales techniques for different buyers leads to disrespect by the sales team and limits the most effective of sales techniques Selling isn’t, er, selling. You must adapt your sales techniques to different buyers. Take the salesman who moves from say, selling fast-moving-consumer-goods (FMCG) to, say, selling electrical engineering products. The former includes selling
Dear customer interacting representative, You don’t have to sell, to, er, sell. change your attitude to selling. The misconception of what selling is, that selling is not for ‘us’ but ‘them’, and that “I don’t know how to sell”, is the cause for many lost sales by you. These reps could be technicians, staff in
#correctattitudeinselling, #customerfacingstaff, #frontofficesellingtechniques, #importanceofattitudeinselling
Salespeople don’t ask questions for various reasons. It doesn’t help that the high pressure sales environment does not reward meek attempts To begin with, the novice salesperson would rather ‘die with her problems’ than ask for help. In fact, this in itself is a significant reason why sales turnover remains on an all-time high. What
VISA failed to articulate its ideal customer and missed that boat. In the customer led 21st C, banks couldn’t remain it. The argument that it is banks that should push VISA card usage and not VISA itself has seen average individual card usage down to one a month from three, in 2013. “Will the real
She had been attracted to both phones but wants help in deciding why she should take one over the other, and the seller’s inability to demonstrate similarities and differences between the two is not helping. Flashback! Remember exam questions in school which would start with “compare and contrast…”? Well, we are back at the two:
How do I show the benefits of my product or service over the competition, How do I show the differences and similarities between my products?
Buyer behaviour, Communication breakdown, Pitching/Presenting
But business does not unfold in real life as it does on Microsoft Excel projections. So, when the vagaries become unsustainable, prudence dictates that the goose that lays the golden egg is protected. And no, that’s not the salesperson, Contrary to lay belief, compensating salespeople is not an exact science. This is something salespeople should
Adapt your presentation to the audience. Differentiate feature from benefit. Prospect even in suspect territory. Remain visible and ‘felt’. How do politicians successfully sell themselves every election period and we ‘buy’ them? Most have nothing to show for it and yet still, they get ‘bought’. What makes the politician’s sale tick, and what can we
The beginning of every year offers every salesperson a clean slate: to jump-start their sales or propel them further. Stellar sellers take the latter option…Average sellers invest the freebies with their girl/boyfriends and family.Instead Of Wallowing In The January Blues, Stretch Your Sales Muscles Instead. 2017 is three weeks in. Are you still ‘recovering’ from