Salespeople default to the path of least resistance. The easy path. It’s in their nature. Internalizing this sales psychology is critical to business owners and sales managers. Especially given that, in the quest to solve this challenge, the tendency is to throw money at it. “We will just increase the commissions,” you’ll hear it said.
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Aligning personal values and corporate values earns you sales. Misaligned values loses you sales, and may cost the sales person his job. Here are 4 true stories that practically illustrate why you should align salesperson and company values. Case 1: The Preacher We had to part ways. Was he competent? Absolutely! In fact, he was
#aligningpersonalvaluesandcorporatevalues, #companyvisionandmission, #employeeemployervaluesalignment, #valuesmisalignment, #valuesmismatch
Remember when you first saw it? The tuk tuk complete with an umbrella? Absolute genius I thought when I saw it. I haven’t ridden on it to confirm the service matches the look but I was already drawn to it. Among the myriad tuk-tuk’s, all giving a standard service, the owner has sold differently. And
To merchandise successfully, educate the buyer. But first, who is a merchandiser and what is merchandising? Well, when that lady (it’s almost always a lady) in the supermarket invited you to try her company’s cereal (or other product), that was different from the one you intended to buy, you experienced merchandising. At least the type
#dutiesofamerchandiser, #merchandisevsmerchandising, #merchandisingtaboos, #visualmerchandiser, #visualmerchandising
invest in sales relationships. Here’s why. Towards the end of last year, my bank wrote to me. Like the two years running before then, I was being invited to take up yet another 30% increase on my credit card limit. This third invite would effectively more than double the limit I had started off with.
Do you believe in the phrase the customer is always right? Don’t! Wake up! You have been dreaming. You have been misled. The truth is, he rarely is. The customer is not always right! The notion that he is, could be costing you sales, and worse, you (mis) leading him down the wrong path. Walk
Don’t overthink it. At the end of the day, selling is a basic human interaction. You are selling as you go about your social interactions online and offline. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a
Why is the sales cycle called, well, a cycle? Yet, it’s anything, but? A cycle implies a circle. Incredibly smooth and perfectly round. But, in practice, there’s nothing smooth nor round about the sales cycle is there? The movement from point A to Z and back to A is so erratic it surely cannot be
Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from their respective well known employers. One sold and leased cars. Let’s call him Juma. Juma, bagged
RE: Salesperson wanting to be sales manager Dear Salesman, So you want that sales manager’s job because, “He doesn’t have to sell”, or, because, “He earns a much bigger salary”; well, read this. Sales management calls for different qualities from selling. Take resilience and selflessness. Salesperson why do you want to become a sales manager?