We are at the tail end of the year..Let us look at the valuable lessons in sales we’ve shared across it. As is tradition, and in keeping with the New Year cheer, herewith are highlights of the Sales Pitch...
Read More
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...
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...
Anyone interacting with a customer should borrow a leaf from what we commonly refer to as roadside sellers. Again and again, I see informal sector sellers thriving more than formal ones. The lessons from street vendors and road side...
Selling is giving a service. And service is given by any one. The extra sale is merely a by-product of this; so is accelerating your profile to 3D status. Far too many sales are lost by front line (customer...
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...
“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...
Rejection. The salesman’s nemesis. Rejection. The leading cause for the high attrition in the sales profession. Rejection. The foremost reason why most people shun sales. Yet, you should bounce back from rejection Rejection is painful. Rejection is so painful,...
I was recently invited to a sales achievement awards ceremony and a few things stood out for me. The most prominent one (selling ethically) was the topic of last week’s column. Today we focus on the other five on...
To begin with, I was recently invited to a sales achievement awards ceremony and five things stood out for me. Today I share one. Sell ethically for sustainability. Next week. I’ll share the rest. Now. Like in any other...