What’s in it for me? That’s what the salesperson who wants to progress in his profession must ask. He must set selfish goals to succeed in selling. Especially now in the beginning of the year. Here’s why? Sales is not a desk job so this blog has averred. Systems and structure for reporting is something
Read More
New Year new things they say. And for the progressive salesperson, New Year, new opportunity to learn from the goings-on this season. Because he knows sellers must be good advisors. This season some things will remain the same. From tomorrow, just like last year and all the years before it, like the exodus out of
#b2bsales, #buyerbehavior, #customerfocus, #salesadvisory, #salescoaching, #salesgrowth, #SalesStrategy, #SalesSuccess, #trustedadvisors
Awareness & Education: "The Problem", Sales Strategy & Process
Many sales are lost when salespeople depend on inanimate stationery to sell instead of capitalizingon the human interaction.Brochures should not be a favourite of the salesperson. Prospects hardly read marketing stationery or act on the information in it. Brochures don’t sell. Salespeople do. Few people take the reading culture beyond formal schooling; a glossy, creatively
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,
#b2bsales, #prospecting, #salescoaching, #salescycle, #salesefficiency, #salesgrowth, #salesprocess, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Sales Strategy & Process
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,
#b2bsales, #learnfromanyone, #salesgrowth., #saleslessons, #salesprofessional, #SalesStrategy, #salestraining, #sellingtips
Awareness & Education: "The Problem", Sales Strategy & Process
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
#b2bsales, #salesdrive, #saleshunger, #salesmindset, #salesmotivation, #SalesStrategy, #SalesSuccess, #topsales
Awareness & Education: "The Problem", Sales Mindset & Skills
Benefits sell features tell. A guide to emotional selling. 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 our nakedness, of course!” “Really?” I
#advantagesofe-selling, #b2bsales, #benefitsnotfeatures, #customersuccess, #emotionalselling, #howtosellbenefitsnotfeatures, #salespsychology, #SalesStrategy, #salestips, #sellbenefitsnotfeaturesdirectly
“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. In fact, I remember a senior human resource manager, while preparing appraisals for the different departments in her organization, wished that she could make all of them as
#b2bsales, #revenegeneration, #SalesLeadership, #salesmanagement, #salesmetrics, #salesnumbers, #SalesStrategy, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
The importance of a database in Sales cannot be gainsaid. A database is the lifeblood of sales and the successful salesperson. The progressive salesperson never abandons her 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
#b2bsales, #CRM, #leadgeneration, #salesdatabase, #salesmanagement, #SalesProductivity, #SalesStrategy, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
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, the exhibition stand staff, manning them. Elaborate exhibition stand designs were on display. Choice material was there for gawking. Branding was at its peak. And a kaleidoscope of
#b2bmarketing, #boothstaffing, #eventmarketing, #exhibitionstand, #leadsgeneration, #SalesStrategy, #stafftraining, #tradeshowtips
Awareness & Education: "The Problem", Sales Strategy & Process