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
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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
Shrewd salespeople don’t play by the rules. While the bank insists that all documentation must be in order before an account is opened, the salesperson gets all the documentation and has account opened but not necessarily in that order. The order is dependent on the situation at hand. Like a soldier, he adapts Successful salespeople
#adaptability, #b2bsales, #salescoaching, #salesgrowth, #saleshustle, #salesmindset, #SalesStrategy, #SalesSuccess, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
What happened to the calendar and diary? Was it caught in a time warp? Like me, you have possibly witnessed a steady decline of the two with every passing January. To a point this year, when I’m almost at zero sightings. There was a time when the two were all the rage. The transition to
#adaptability, #b2bsales, #salescoaching, #salesgrowth, #saleshustle, #salesmindset, #SalesStrategy, #SalesSuccess, #salestips
Awareness & Education: "The Problem", Sales Mindset & Skills
New Year new things they say. And for the progressive salesperson, New Year, new opportunity to learn from the goings-on this season. Because he knows sellers must be good advisors. This season some things will remain the same. From tomorrow, just like last year and all the years before it, like the exodus out of
#b2bsales, #buyerbehavior, #customerfocus, #salesadvisory, #salescoaching, #salesgrowth, #SalesStrategy, #SalesSuccess, #trustedadvisors
Awareness & Education: "The Problem", Sales Strategy & Process
Here’s sad news. Intently studying the sales cycle in training or by yourself won’t bring you any numbers. The sales cycle won’t work if you don’t. However, this does not diminish the importance of the sales cycle. Now, the basic or typical sales cycle follows these steps or stages: prospect, interview, demonstrate, validate, negotiate, close,
#b2bsales, #prospecting, #salescoaching, #salescycle, #salesefficiency, #salesgrowth, #salesprocess, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Sales Strategy & Process
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
Awareness & Education: "The Problem", Sales Strategy & Process
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
Awareness & Education: "The Problem", Sales Mindset & Skills
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