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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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
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
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 entertaining. Like with a girl on a
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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.
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,
If you are a salesman reading this, are you busy or are you buzzing? Are you busy with sales activities or buzzing with sales accomplishments? Being busy is good, but you are paid for buzzing; activity may keep you going but it’s accomplishment that moves you forward. So, sales activity vs accomplishment. Let’s look at
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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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
If you don’t like presentations that start with About Us, then believe me when I tell you that buyers don’t like yours that start the same. It’s not a case of tit-for-tat. No. It’s because buyers are selfish. You will captivate and win them over, easier and faster when you align yourself to their selfishness.