In selling, practice doesn’t make perfect, it makes better. The sales ecosystem being imperfect is something to think about, not dwell upon Dear salesperson, constantly complaining that the system—process or product— is imperfect will only get you sounding like a dripping tap. Repeatedly lumping your entire dismal performance on “the inadequate system” may be what
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Risk-taking comes with the sales territory; it is inevitable if the seller is to grow The Pope was in town several years ago. The Catholic faithful brought Nairobi to a standstill. The last time a religious event experienced that much hype was the beatification (first time I ever heard that word) of Sr. Irene Stefani
#b2bsales, #calculatedrisks, #careergrowth, #professionaldevelopment, #risktaking, #SalesLeadership, #SalesStrategy, #SalesSuccess, #salestips
Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis— a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about him or his (the buyer) business. Well, breaking news: he doesn’t. Assuming so, kills the sales momentum. To keep
#b2bsales, #customervalue, #keepselling, #salescoaching, #salesgrowth, #SalesLeadership, #SalesStrategy, #SalesSuccess, #trustbasedselling
Information used to flow one way, from seller to buyer. Today, the buyer is flooded with data, opinions, and reviews—they often know more about your product than you do. Building relationships over chasing transactions is more relevant today than ever. A decade ago, the internet was just beginning to shift the balance of power. Now,
#b2bsales, #customerrelationships, #longtermgrowth, #relationselselling, #salescoaching, #salesmindset, #SalesStrategy, #trustbasedselling
Globally, even with rapidly changing technology replacing many jobs, the one profession that is still growing is sales. Paradoxically, the sales person isn’t. Why do most sales people fail? Most salespeople fall on the wayside and many grow into inefficiency. This is the tragedy of the sales profession. A worrying number of experienced salespeople aren’t.
#b2bsales, #careerdevelopment, #salescareer, #salesfailure, #salesgrowth, #salesmindset, #salestips, #salestraining
Gossip sells. Possibly this is the reason why some sellers assume it’ll work for them. What they forget is that gossip sells in ‘hiding’ and where there is no ownership-not out in the open. Pitching to a buyer by rubbishing another is counterproductive. If we cut to the chase, it’s basic gossip. It manifests itself
#b2bsales, #competitoranalysis, #professionalism, #salescredibility, #salesethics, #SalesStrategy, #salestips, #winningdeals
3 lessons in selling from matatu!? You must think I’ve lost it, huh? What lessons can one possibly learn from the manic matatu crew?! Well, here’s three. 1: There is always a way Somehow, the matatu driver will always find a way forward. He will overlap, use the wrong lane to get on to another
#b2bsales, #matatuculture, #nevergiveup, #prospecting, #saleshacks, #SalesLeadership, #salespersistence, #SalesStrategy, #salestips, #teamwork, #teamworkinsales
“Price is objective; value is subjective. Success in selling lies in marrying the two” “How much?” Crunch time in selling and sheer agony for many sellers. Is there a perfect way to deal with this objection? Unless you’re the sole vendor of the must have product (electricity, KPLC, for instance), no there isn’t. Price can
#b2bsales, #closingdeals, #negotiationskills, #priceobjection, #SalesStrategy, #salestips, #salestraining, #valueselling
“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
#b2bsales, #businessdevelopment, #customerexperience, #earlyengagement, #networkingforsales, #proactiveselling, #relationshipselling, #salesfollowup, #salesgrowth, #SalesLeadership, #salespipeline, #salesreferrals, #SalesStrategy, #salestips, #sellingadvantage
“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