If you are going to thrive in selling, you must be prepared to do other people’s work. “Other people” here includes customers and colleagues —and anyone else whose inaction could stand between you and the sale. Before you object,...
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“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling...
The sales cycle never stops. The sale doesn’t end with, well, the sale. So, what do you do after closing a sale? Being at the tail end of a customer engagement, it is easy to fall into the trap...
I’m in a witty mood today, so allow me to share a few witty sales truths because… well… they’re true. 1. Sales should be an Olympic sport. Forget the 100 metres. Try chasing a prospect for three months only...
An account-winning pitch takes time to bake. And sales pitch practice is what gets it there. As with every new skill, even the seasoned salesperson will struggle with a pitch – for a similar product or service he must...
No buyer is concerned with your product or service – yes, you too have one you are selling. Your buyers – yes, you have those too – are only interested in what your service or product can do for...
In 2016, Leicester City won the English Premier League at 5,000-to-1 odds. Meaning if you had bet KShs. 200,000, you’d have made a billion. It was the greatest long shot in sports betting history. And what would the lucky...
Your sales reputation is more important than the reputation of the organization you represent. It is why customers still call you for assistance long after you leave.. To help us understand this better, let’s look at three scenarios. The...
The golden rule in sales: do unto customers as you would have them do unto you “You are so gullible. You clicked on this article voluntarily. Nobody forced you. And now you want to complain about how I write?...
“Successful selling is a process. It is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing.” “You’ve changed.” These words are the ultimate validation for the salesperson...