Persistence and the art of connecting the dots pave the path to success in selling. They are cornerstones of the sales odyssey. Here are two..| Lend Me Your Ears
Quit showing desperation when selling. Because, instead of a solution, you present a begging bowl. And the buyer treats you as such, and you| Lend Me Your Ears
A sales manager who cannot sell is not respected by his team. Sales management without respect is severely impaired. As has been shared here before, sales is not a desk job. The desk job lends itself to structure, systems, rules, policies and regulation in the corporate pyramid. It is thus comparatively simpler for one to […]| Lend Me Your Ears
Creativity is not nailing it with every experiment; it’s always trying new ways to experiment. Like these 4 sellers I watched as she stood at the parking ticket dispenser dispensing for, and presenting tickets to, drivers as they drove into the mall. Adorned with an infectious smile, she presented the ticket, and a flyer. You […]| Lend Me Your Ears
Show confidence when selling. “No matter the economy of the jungle l can never eat grass. It’s not pride, it’s just who l am.” What about you| Lend Me Your Ears
Do you exude personal development in sales, worthy of emulation? To paraphrase the Shawshank Redemption, "Get busy selling, or get busy..."| Lend Me Your Ears
The importance of a database cannot be gainsaid. A database is the lifeblood of the successful sales person. He never abandons it. Even when| Lend Me Your Ears
The importance of the sales cycle cannot be diminished. However, the sales cycle won’t work if you don’t. The length of the sales cycle is up| Lend Me Your Ears
The sales cycle is only a cyclic on paper. In practice, it’s as jagged as a hunting knife. Therefore, treat the sales cycle as a guideline,| Lend Me Your Ears
"Hips Don't Lie" so says Colombian singer-songwriter Shakira; and in sales numbers don’t lie, either. Indeed, ‘sales is a game of numbers’ is| Lend Me Your Ears
Stellar salespeople struggle as CEOs. Leadership calls for a "generalist". A salesperson is a specialist - a narrow approach to leadership| Lend Me Your Ears
How does creativity contribute to sales success? Creativity in sales by reframing. Become innovative by taking risks, asking for insights| Lend Me Your Ears
Focus on the customer’s problem with agility, and not rigidity with what you’re selling. Interact with the buyer around his problem with an| Lend Me Your Ears
Dear Salesperson wanting to be sales manager, So you want that sales manager’s job because, "He doesn’t have to sell", or, because, "He earn| Lend Me Your Ears
Are you engaged in problem identification or problem solving? Well, if you are selling in a hardware shop and a customer asked for a drill...| Lend Me Your Ears
Shrewd salespeople don't play by the rules. For instance, while the bank insists that all documentation must be in order before an account is| Lend Me Your Ears
Successful salespeople don’t follow the rules. This is why they succeed. Here are three attributes on how to become a successful salesperson.| Lend Me Your Ears
Don’t just qualify, disqualify sales leads too. Quit flogging a dead horse. It’s a waste of your limited time, frustrating an already trying..| Lend Me Your Ears
You can list many activities on your daily to-do list, but I submit that they really boil down to just three activities to thrive in sales.| Lend Me Your Ears
Caused by you or another seller, deliberately or not, it doesn’t matter. Handle historical injustices by owning them. The prospect doesn't...| Lend Me Your Ears