“Getting in early with the customer means being proactive, not reactive; generous, not selfish; relational, not transactional. It also propels your career and usefulness – even if you are not in selling – and gives you an unfair selling advantage.” I’m told that by 4.30 a.m. you will find owners of business on the road
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“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting — and following through to getting the appointent—remains the most important step in the sales cycle. All others cannot manifest if there’s no one to work them on.” So, forget closing the sale; just get the
#b2bsales, #gettheappointment, #prospectingisselling, #salesmindset, #SalesProductivity, #SalesStrategy, #salestips, #sellingskills
It is the consummate seller who is able to resist the urge to volunteer (unnecessary) details of what the product can do, and stick to selling to different segments in an organization. A business to business sale many times requires the presentation to be done across different cadre before it is consummated. Few sellers do
#b2bsales, #layemployees, #managementselling, #organizationalbuying, #ProfessionalSelling, #salespresentation, #SalesStrategy, #salestips, #sellingtosegments, #specialistselling
To thrive, sellers must take debt collection in stride. Or would they rather Finance does? If the ultimate objective of sales is to generate income, then debt collection is in itself a salesman. A reader friend of mine told me of an interesting experience he had a few years back. When he joined this firm
#accountreceivable, #b2bsales, #businessfinance, #businessgrowth, #cashflow, #collectionsstrategy, #customerrelationship, #debtcollection, #paymentcollection, #salesaccountability, #salescompletion, #SalesLeadership, #salesmanship, #SalesStrategy, #salestips
One of the challenges many salespeople face is the inability to think like a businessman. This happens because their buyers are businessmen and they are employees. One of the challenges many salespeople face is the inability to think like a businessman. In most instances they get by without having to, but in some they struggle when
#b2bsales, #businessownermindset, #employeevsbusinessman, #fmcg, #fmcgsales, #kenyabusiness, #SalesStrategy, #SalesSuccess, #salestraining, #thinklikeabusinessowner
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
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
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
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