When you have a customer ‘cornered’, instead of thumping your chest for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong, he’s still right. I learnt from a security expert that riot police have...
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Words are the most powerful tool we use when selling. It is imperative that we deploy them wisely. Especially, avoid but in sales Communication is the most powerful tool a salesman has. A successful sale is more a factor...
When the client request goes against the company’s processes and policies, the average salesperson, sadly, acquiesces to fate. He loses the sale, reasoning, “It’s against procedure.” Processes and policy are guidelines not deadlines. They are there to protect—not suffocate—the...
Eliminate jargon when selling. Jargon is common knowledge for those in the same industry-not outside. Jargon is a gun many salespeople inadvertently shoot themselves in the foot with. Finally! I understood what 5mbps meant. And in the process, I...
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with,...
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said,...
Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve...
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This...
“Re sales-back office stalemate, remember that back office is there to help, not hurt you—they are a customer just like the paying one.“ The sales-back office stalemate is a scene straight from a cockfight. Back office sees sales as...
Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Use the 3Ps—Prospect, Patterns, and People—to jumpstart your sales and turn a slow month into a productive one. Perhaps the only active sales in...