I don’t believe in “trying to be” authentic in sales and life. Instead, I believe in remaining authentic. We are all born authentic, but somehow we lose it along the way. The real question is how to remain authentic? I don’t have the answer, but I know how we lose our authenticity. Here is my explanation…
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Who are your best customers?
…calculating the profitability of a sales transaction beyond the margin requires some questioning. And the answers will show how effectively you are selling.
Selling at the edge of chaos
Although we like to pretend to do so (through the dashboards we generate from our CRMs), calculating the odds when facing a customer is very difficult. It is mainly because the customer’s buying journey is much more complex than we think.
Mentoring in sales
Training programs help salespeople gain new skills and competencies while coaching helps them achieve the behavior change, which makes the new learning last. Mentoring, on the other hand, helps accelerate the whole process…
Trying to sell
We are planning to build a swimming pool in our garden we contacted three pool construction companies. After three visits I asked my wife (who is a teacher) her opinion about the salesmen visited us. Here is how she profiled them…
Learning as a competitive advantage
But how to use it as a real competitive advantage in sales…? By building customer dialogue with genuine curiosity and humility.
Salespeople’s trustworthiness problem
Most of the salespeople in B2B sales are not seen as trustworthy by the buyers … because most of them are not.
Sales efficiency vs effectiveness?
2 minutes read With the development of high-end CRM software bringing out plenty of data about the sales process, we can measure the efficiency of our sales process more than ever. Number of leads with their origin, number of qualified leads, opportunities, projects, quotes, deals, lost deals, etc., with all the conversion rates. This levelContinue reading “Sales efficiency vs effectiveness?”
The only way to make your customers feel valued
2 minutes read Recently I have seen an article by Forbes titled “11 simple ways to make customers feel valued.” Some of those 11 ways include the acts such as genuinely thanking your customer, telling the truth, showing that you are acting on their feedback, etc. Of course, some of the advice in the articleContinue reading “The only way to make your customers feel valued”
Listen to be understood
3 minutes read It looks like there is something wrong with the title, but no, there is nothing wrong with it. Listening is the best tool to be understood. Especially if you are in sales, it becomes vital for success. If I need to give one single piece of selling advice, it would be “DoContinue reading “Listen to be understood”
Learning for Performance 