Sales Articles

Importance of sales cycle and how to shorten yours

Here’s sad news. Intently studying the sales cycle in training or by yourself won’t bring you any numbers. The sales cycle won’t work if you don’t. However, this does not diminish the importance of the sales cycle. Now, the basic or typical sales cycle follows these steps or stages: prospect, interview, demonstrate, validate, negotiate, close,

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Three lessons in selling from a hawker

Something interesting happened to me as I was fueling recently. A hawker walked up to my car and politely asked if he could tell me something about the wipers. Intrigued, and not being much of a car enthusiast, I agreed. And the ensuing sale inspired these three lessons in selling from a hawker But first,

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Hunger the quality that separates sales ‘men’ from ‘boys’

Hunger the quality that separates. A labourer’s appetite works for him, the Bible proclaims; his hunger drives him on. Hunger. The mark of a true salesman. What makes the newspaper vendor trot after you in traffic? Hunger. Hunger makes the hawker I met in the evening traffic the other day plead as a tactic to

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Benefits sell features tell. Here’s why

Benefits sell features tell. Why do you dress?” I usually ask participants during my workshops. Almost always, there’s an awkward silence, with participants wondering the absurdity of the question; and then the answer follows to rub home the queerness of my question. “To cover ourselves, of course!” “Really?” I press. “So why not wear skin

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Just like hips, sales numbers don’t lie

“Hips Don’t Lie” so says Colombian singer-songwriter Shakira; and in sales numbers don’t lie, either. Indeed, ‘sales is a game of numbers’ isn’t a cliché-it’s a fact. And numbers don’t lie. In fact, I remember a senior human resource manager, while preparing appraisals for the different departments in her organization, wished that she could make

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A database is the lifeblood of the sales person

The importance of a database cannot be gainsaid. A database is the lifeblood of sales and the successful salesperson. The progressive salesperson never abandons his contacts. Even when she changes industries, she moves with them. The average salesperson, has them for the while she needs them. As for the below average one, she doesn’t even

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Three activities that will see your sales thrive

You can list many activities on your daily to-do list, but I submit that they really boil down to just three activities to thrive in sales: monitor-facing, customer-facing or “air”-facing “What’s in your cup?” a common advert inquires. “What’s in your day?” I usually pose to participants in my workshop. “What activities would I see

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Five Steps To Delivering A Successful Presentation

Over the years, as a firm we have sieved Delivering A Successful Presentation into five tips; representation, repertoire, research, rehearsal and repetition. In 1996, I was a life insurance agent and had just landed my biggest prospect to date. I was now in his office, this chief engineer of a multinational firm.After the flawless presentation

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