Rapport precedes relationship
Last week, while in the City, I stepped into a large menswear store, with a ‘SUIT SALE’ sign on it. As I walked in, there was not a soul in sight! I noticed someone hiding behind the cash register. He looked up at me, almost frowning! Without even acknowledging my presence, he called out to […]
Continue readingRe-engage lost potentials and grow
Do you ever feel like the most time-consuming activity is finding the right person to buy what you sell? If you do, you are not alone. Experienced receptionists (a.k.a ‘gate-keepers’ for those who are selling) are adept at giving away nothing and – if you persist – at directing you to the general email address […]
Continue readingShockproof your revenue
Most new sales people begin with a high level of prospecting activity. However when success comes and the volume of their business grows, they often turn into ‘order-takers’ and administrators. Working with existing customers and managing orders involves less rejection and negativity but still takes up valuable time. So, unless there is a set process […]
Continue reading12 Steps for Sales Success in FY 2010
Do you like new beginnings? I love them. To me, they present opportunities to wipe the slate clean and start again, but at a whole new level. Some times they present the challenge of beating the results from a really good year gone by and at others they are the opportunity to wipe out memories […]
Continue readingManage your prospects well
Most prospecting methods involve approaching a large number of targets and then filtering out prospects based on their response. It is important to capture, track and continue to work on prospects to ensure the best outcome in the long run. However, to manage a large amount of customer data well, it is essential to: Develop […]
Continue readingA billion dollar question
A few days ago, while driving from a meeting in the city to another one in blissful suburbia, I suddenly realised I was hungry! I had allowed for just enough time in between meetings so stopping for a bite was not an option. I knew of a Hungry Jack’s near my client’s office, so decided […]
Continue readingGrow to grow
As a Sales Manager, now and then, I would be approached by my sales staff to ask for a pay-rise or discuss the possibility of a promotion. Rather than avoid these discussions like some managers, I welcomed them. They presented a great opportunity to help people focus their energies on developing their skills and in […]
Continue readingDon’t sell, help people buy
This week I bought a car, after three weeks of research, a few test drives and fierce negotiations. When I first walked into the dealership, I was keen on buying the boringly reliable Camry. Then I met Immanuel. “Manny” as his work mates call him, asked me a few questions to ascertain what I wanted. After […]
Continue readingReacting to the Global Financial Crisis
I have heard it said that “Life is 1% what happens to you and 99% how you react to it”. What do you think? Over the last ten years, I have worked in and led a number of high pressure, performance driven sales teams. I have found time and again, that we often overestimate the […]
Continue readingMake everyday your masterpiece
In the animated movie Kung Fu Panda, aged and wise grandmaster Oogwe, says to under confident, discouraged, but destined-to-be-Dragon-Warrior, Po – “Yesterday is history, tomorrow a mystery, but today is a gift. That’s why its called the Present.” You would agree that we have tremendous power and ability over this moment because we can choose […]
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