Sharing insights, stories and experiences in the fields of Marketing and Sales.
A #TagTeam is a term used in wrestling matches where two wrestlers team up to take on another team of wrestlers.”
The dynamics are always different, and much to the favour of the seller, when there is more than one sales person involved in the sales discussion. In sales, it is of great assistance if when dealing with a prospect you can introduce a second Sales Person into the mix. You can do this in the following two ways: (Continue reading…)
One would think that with experience, the selling would come much easier, and yet in some cases we can find situations where experience isn’t proportional to actual sales. One of the sales paradoxes is that you can find experienced mature sales people who simply cannot keep up selling with the younger inexperienced sales people.
I recently had a discussion with a sales colleague, older than me who has been in the field for over 30 years. However his sales numbers simply no longer match up to the … (continue reading)
Any organisation today needs a well trained team of sales professionals in order to be able to convert leads to actual sales. Leads don’produce revenue, closing deals does hence why companies struggle with hiring professional sales people to get the job done and increase the conversion rate. But having a good team of sales people, means that you have a team of individuals with different characteristics, traits, approach and closing tactics. Through my years as a sales professional and a customer, I have identified the 5 types of sales people that one can encounter withing a sales team … (read more)
This is a discussion that has been taking place for years and years. Who is the biggest liar? Is it the customer or the sales people? I have recently conducted a brief poll on our Facebook page ( facebook.com/themarketingsalesblog ) asking this very question. Despite the sample being relatively small, the results reflect what the studies and the experts have found as well. The result was pretty close and as… (read more)
Everything was going well, you were on a roll. You had quick and well thought answers to every single question. Even on the tough ones, you were swift and on point making yourself look as sharp as possible in the eyes of the interviewers. Emotionally stable, firm stance, eye contact and a great appearance, you really thought everything through! And then, the burning question comes: “What is your salary expectations?” Read more…
This blog post is about sharing a deep secret that few salespeople get, and even fewer tend to utilise. This is a secret that has been around for thousands of years, yet still hasn’t been fully implemented in sales. The ones that actually utilise it are the ones you see turning over crazy numbers of sales. This secret came about early in my sales career and after I had a couple of back to back rejections, or in sales terms “Let me think about it” situations. The product was good, the sales pitch was great, and the pricing was excellent, my approach was good, so what was I doing wrong? Click to continue…
I have seen customers bargaining and getting the best deals possible, and I have also seen customers fall flat on their faces in their attempt to get it…
By definition, these are the customers who won’t give you a yes or a no, rather just drag the sales process with no seeming end. They cause you to spend a lot of time on them unnecessarily, without the prospect of a real sale…
The classic scenario was as follows: Start off with a high opening offer, customer counter offers with a very low one, and then meet somewhere in the middle. In this article, we will examine one of the new methods of handling the sales/negotiation discussion…
The true power of a good sales person is not on the knowledge of the product or service, but rather the ability to guide the discussion towards the desired direction!…
Let’s face it, in today’s world more people will visit your online showroom (website) than will ever walk through your doors! Make sure you are ready to make it a good experience for them, giving them the chance to be informed and able to engage with you as if they were right in front of you.
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Being in sales myself, I have had my fair share of being called “con-artist”, “cowboy”, and “bad person”. Needless to address all the adjectives fellow colleagues in other industries have been exposed to, the list is endless. Main accusation and notion around sales people is that they will go at any lengths to achieve that one sale, including lying, and making false promises. But are really sales people bad people?
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Anyone that tells you that first impressions don’t matter, simply stay away from them! First impressions play a huge role in everyday encounters. They take just a tenth of a second to formulate, and they almost never change
(Willi & Todorov, 2016). Don’t forget that these are deal makers or deal breakers and they happen almost instantly. Below I will be sharing with you situations that this is most evident, and in brief my 5 steps of how to win at first impressions.
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This page and blog have been created with at heart the exchange of information and experiences around the fields of marketing and sales. Any and all feedback is welcomed, as well as questions or further elaboration on the topics/stories that will be addressed.
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