Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
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Salespeople default to the path of least resistance. The easy path. It’s in their nature. Internalizing this sales psychology is critical to business owners and sales managers. Especially given that, in the quest to solve this challenge, the tendency...
“I don’t want to see you! Your colleague lied to me. You are all liars!” The executive was fuming. How dare the company send another salesperson after he had told them off about being lied to by the first?...
Your internal processes, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal processes in your company are likely a reflection of those of your buyers. This is useful information for the business-to-business seller....
This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect continually, you die. Prospecting is the never-ending search for potential buyers for your...
If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in...
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...
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...
“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...
“Build bridges instead of walls. Bridges rhyme with the fluidity of human interaction; walls, don’t” Unfortunately, in the process of human interaction (selling),we build walls instead of bridges. Sometimes because we are human; sometimes because we are inexperienced and,...