Forge or mend relationships with the indispensable players in your sales chain,

Compliments of the New Year. With our turbulent politics behind us, 2018 promises to be much better than 2017, experts say. Meaning, sales can only get better. Here are three things to get your sales juices gushing.

Your employer is impatient

“It’s only January, and customers aren’t mentally back to work” will be a hard sale. Your employer may have tried to understand this before, but not this January. This January businesses are under pressure to recoup whatever losses they made last year. To accelerate whatever was on hold, pending the political cloud that had hung over us last year. Business owners are on edge; they are impatient. They are unlikely to cozy up (and neither should you) to, “it’s only January” as an excuse to justify your sluggish sales.

Build relationships with back office

Fine. So, customers are still telling you to wait next month before they can “talk to you”. But, your job is about building relationships-the sale is a consequence of this. So, because charity begins at home, forge or mend relationships with the indispensable players in your sales chain. Especially back office staff. In a bank, these are the ones who open the account and order cheque books.

In a fast moving consumer goods company these would be the staff in the factory and supply chain. As for a software development company they are the ones who will spend easily up to a year installing the software you sold. Many times these back office staff are unsung heroes of the sale. Recognize them this January. Gift them that diary, calendar or freebie you intended to give a friend or family member. Buy them lunch or surprise them with snacks for their ten o’clock tea. They will not see it coming and will remain forever grateful (indebted?) to you.

You can deliver 110%

Among the terms that are said to be defunct in the corporate world include ‘square peg in round hole’, ‘out of the box’ and ‘give it 110%’. The last one is especially said to be absurd. Completion is 100% so it’s ridiculous to talk of more than that. That may be the case in a desk job, but not sales. When you do as you are expected to in, say, customer service, the boss is happy with you. You score an A. It’s different in selling.

Sales is the only job where you can over deliver. Where you can do 110% (even more) of what is expected of you by merely surpassing targets. But to do that you must have a more pressing selfish goal than just selling “because it’s my job”. It could be to get that promotion or to buy a bigger TV. It can also be to take your child to a private school or, to take your family on holiday. Whatever it is, it triggers motivation and as we said, a sale is a result. What drives it is you.


If you would like to have your sales team sell more, we can help. In order for us to do so we propose a free consultation meeting or a call. If in agreement please complete the form below and we will get in touch after receiving your details, none of which will be public. Thank you.

Views – 340

About Author

Related posts

Invest more in sales relationships than processes

invest in sales relationships. Here’s why. Towards the end of last year, my bank wrote to me. Like the two years running before then, I was being invited to take up yet another 30% increase on my credit card limit. This third invite would effectively more than double the limit I had started off with.

Read More

Who will protect the hapless Kenyan from himself?

We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened. Who will protect the hapless Kenyan from himself? And can the Kenyan be helped? I mean, what’s with us Kenyans in December? We have no rhyme or reason to our

Read More

Plan to convert complaints from client into sales

Don’t just cower and hope for the best-see this as an opportunity to make a sale Covert a bad customer experience into a sale. How? By going beyond accepting responsibility, and offering potential sales alternatives. This is especially relevant to office based customer facing staff. For instance, a fire-breathing customer, incensed by how he has

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.