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. 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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“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
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
During the Housing Expo held at KICC, Nairobi, which ran for four days, it dawned on me that exhibition stands are only as good as the people manning them. Elaborate exhibition stand designs were on display. Choice material was there for gawking. Branding was at its peak. And a kaleidoscope of colours was evident. Inside
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
How do I plan my day as a salesperson, I hate doing reports, What should I focus on as a salesperson
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