Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Sales manager should be perceived as someone who could bring value and help solve business issues. If you cannot improve the client’s condition, then you should stop taking the client’s money.
Enterpreneurship Development Assignment on making business unique and convert...Gunjan Awasthi
Ways to make business unique and successful in 21st century.
Challenges or threats on Enterpreneurship and how to convert challenges into opportunities.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Sales manager should be perceived as someone who could bring value and help solve business issues. If you cannot improve the client’s condition, then you should stop taking the client’s money.
Enterpreneurship Development Assignment on making business unique and convert...Gunjan Awasthi
Ways to make business unique and successful in 21st century.
Challenges or threats on Enterpreneurship and how to convert challenges into opportunities.
Over the years, it has been proven that Sales is not for the faint of heart. Whether it’s selling a bottle of water, cloths at a store, and a new car to a newly promoted manager or a company, selling a house to a family or pitching a startup to investors etc. making that sale depends on the skill, appearance, confidence knowledge and enthusiasm of the salesperson. Quite frankly, not all of us have those characteristics in us. There is a saying that “salesmen are born, not taught”. Well, not exactly. Undoubtedly, there are natural talents, but can you can learn these characteristics and be just as successful? Yes you can!
A true quintessential salesperson has the following characteristics that they use consistently to succeed in achieving target sales
Wondering how to get a sense of how your customer experience ranks with respect to best practices? How do you incorporate new channels with the traditional channels? Here's 7 steps to get you started!
You Never Wanted To Be a Salesperson. But Here You Are! jennypoore
The funny thing about sales is that, for the most part, no one wanted to be a salesperson growing up. The reality today is that all of us do some type of selling – but we often don’t call it that. Rather, we spend the majority of our time persuading, influencing, and moving others. Think about it. What we do each day has some sort of selling component. We don’t all have to be a stereotypical used car salesperson to consider ourselves salespeople. We’re all selling anyway.So, we didn’t go to school to be salespeople. But we find ourselves in positions that require the knowledge, skill, and discipline of selling. And I’m willing to bet that the majority of the people reading this didn’t go through any formal training before, during, or after taking on a “sales” role. For better or worse, most of us learn how to sell on the job. We pick up the phone, create our own prospect lists, and do the grunt work that sales can sometimes require. It’s not easy. And it requires a lot of grit, determination, and discipline to onboard as a salesperson, especially when you’re a rookie.
In an effort to share some sales wisdom with the relatively inexperienced salespeople of the world, we reached out to several sales experts. We asked them to answer this question:
Knowing what you know now, what advice would you give yourself in your first 3-6 months as a salesperson?
Many small businesses fail in the first five years due to a lack of sales, if you do not choose a driven salesperson that is capable of consistently bringing in new customers and create a culture & reputation of your company as you want.
Overcoming the Fear of Calling for Sales SuccessPaul Kirch, PRC
One of the biggest challenges facing anyone in a sales role or any other role where client contact is critical is the fear of failure or rejection. Learning to overcome such fear is easy if you have the right pre-call strategies in place. Paul Kirch, CEO of Actus Sales Intelligence, walks you through simple strategies for facing your fear head on.
Building a global business from brooklyn new yorkJohn Fisher
Tips and advice for building a global marketing business in Brooklyn, NY from anywhere in the world. All you need is motivation, and Internet Connection, and a telephone, and in today's global marketplace you can build a business in any city where we are authorized to do business in from any location in the world where you have Internet and phone access.
Starting a business is easy. Staying in business is hard. This presentation shares insights into why your first five years are considered your hardest. Learn what you need to know about surviving those first 5 years.
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
Over the years, it has been proven that Sales is not for the faint of heart. Whether it’s selling a bottle of water, cloths at a store, and a new car to a newly promoted manager or a company, selling a house to a family or pitching a startup to investors etc. making that sale depends on the skill, appearance, confidence knowledge and enthusiasm of the salesperson. Quite frankly, not all of us have those characteristics in us. There is a saying that “salesmen are born, not taught”. Well, not exactly. Undoubtedly, there are natural talents, but can you can learn these characteristics and be just as successful? Yes you can!
A true quintessential salesperson has the following characteristics that they use consistently to succeed in achieving target sales
Wondering how to get a sense of how your customer experience ranks with respect to best practices? How do you incorporate new channels with the traditional channels? Here's 7 steps to get you started!
You Never Wanted To Be a Salesperson. But Here You Are! jennypoore
The funny thing about sales is that, for the most part, no one wanted to be a salesperson growing up. The reality today is that all of us do some type of selling – but we often don’t call it that. Rather, we spend the majority of our time persuading, influencing, and moving others. Think about it. What we do each day has some sort of selling component. We don’t all have to be a stereotypical used car salesperson to consider ourselves salespeople. We’re all selling anyway.So, we didn’t go to school to be salespeople. But we find ourselves in positions that require the knowledge, skill, and discipline of selling. And I’m willing to bet that the majority of the people reading this didn’t go through any formal training before, during, or after taking on a “sales” role. For better or worse, most of us learn how to sell on the job. We pick up the phone, create our own prospect lists, and do the grunt work that sales can sometimes require. It’s not easy. And it requires a lot of grit, determination, and discipline to onboard as a salesperson, especially when you’re a rookie.
In an effort to share some sales wisdom with the relatively inexperienced salespeople of the world, we reached out to several sales experts. We asked them to answer this question:
Knowing what you know now, what advice would you give yourself in your first 3-6 months as a salesperson?
Many small businesses fail in the first five years due to a lack of sales, if you do not choose a driven salesperson that is capable of consistently bringing in new customers and create a culture & reputation of your company as you want.
Overcoming the Fear of Calling for Sales SuccessPaul Kirch, PRC
One of the biggest challenges facing anyone in a sales role or any other role where client contact is critical is the fear of failure or rejection. Learning to overcome such fear is easy if you have the right pre-call strategies in place. Paul Kirch, CEO of Actus Sales Intelligence, walks you through simple strategies for facing your fear head on.
Building a global business from brooklyn new yorkJohn Fisher
Tips and advice for building a global marketing business in Brooklyn, NY from anywhere in the world. All you need is motivation, and Internet Connection, and a telephone, and in today's global marketplace you can build a business in any city where we are authorized to do business in from any location in the world where you have Internet and phone access.
Starting a business is easy. Staying in business is hard. This presentation shares insights into why your first five years are considered your hardest. Learn what you need to know about surviving those first 5 years.
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
17 Tips to Take Your Prospecting Skills to the Next LevelRAIN Group
Successful prospecting means stronger pipelines, more qualified opportunities, and increased closes. In this presentation, we share 17 tips for taking your prospecting skills to the next level.
There are some sales mistakes that are almost unforgivable. And yet knowingly or unknowingly many sales reps tend to make these mistakes. In this presentation we highlight 10 such mistakes committing which should amount towards committing a sin in the world of sales.
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
Introducing Network Marketing Lifelines – Everything You Need to Know About Uplines and Downlines. Inside this eBook, you will discover the topics about upline basics, make sure your upline sponsor knows the product, make sure upline has a positive outlook, make sure upline is consistent, make sure upline has a good reputation, downline basics, learn recruiting techniques, teach duplication and the importance of training.
Similar to Common mistakes made by sales people and how to avoid them - Juma William (20)
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
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Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
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Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
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3. NO. 1
NOT BEING OBSESSED
Like what you are doing for a living.
1. Obsession. Dedication to the idea that you
satisfy costumer with product/services. Make
a commitment to yourself, and build up a
routine that is success-oriented.
2. Utilization: Being obsessive about getting the
most from your environment. Research and
meetings.
3. Implementation: Make every effort to be “on”
during every moment you actually
communicate with potential customers.
HOW? Make a to do list; Keep your motivation
up; Start early, and Be obsessed, but disciplined
4. NO. 2
Not listening to the prospect
You must let the prospect speak about himself
/herself; the information you’ll receive as a results
is invaluable.
Listening is the only way to target the product to
the unique set of problems and concerns the
prospect presents to us.
Focus your questions on three simple areas: the
past, the present, and the future.
Take notes as you listen. The two reinforce each
other.
Apply 7Cs of communication: complete, concise,
clear, concrete, correct, courteous, and considerate
5. NO. 3
Not empathizing with the prospect
Always make sure you’re making every effort
to see things from the prospect’s point of view.
Treat the prospect with respect, and realize that
you are probably not the most important thing
that’s going to happen to him/her that day.
Ask appropriate questions and carefully
monitor what comes back to you in response.
Make an effort to be sincere.
Make every effort to relearn the enthusiasm and
sincerity that builds trust. This will results into
repeat sales or repeat purchase of the product.
6. NO. 4
Seeing the prospect as an adversary
This approach is rude, arrogant, antisocial, and
unprofessional.
Advertising world: “The customer is not stupid;
the customer is your spouse.”
Sales: “ The prospect is not an enemy; the
prospect is your fiancé.”
See your prospect as someone you want to do
business with; an associate, someone you can
talk to while you both work to attain goals.
The best selling arises from win-win situations.
A goal as a salesperson is to create mutual trust.
7. NO. 5
Getting Distracted
It’s so vitally important to make every minute you
actually spend with a prospect count. You must
concentrate on what’s being said; don’t daydream or get
sidetracked.
Remind yourself that, direct or indirect, the prospect is
telling you the single most important thing you will hear
all day: whether or not he/she will buy your product, and
why.
Take notes to help you concentrate; make sure your
briefcase is well organized, with everything you need at
your fingertips.
Try to get a bead on the prospect's interests and
personality.
8. NO. 6
Not taking notes
Taking proper notes will help you keep the
prospect’s needs in mind and improve your
presentation.
Stages of sales: prospecting, interviewing,
presentation and closing.
Your note-taking reinforces the prospect’s
desire to speak, and this, of course, gives you
more to write. It’s a self-perpetuating cycle.
9. NO. 7
Failing to follow-up
By taking the time to write a simple, personalized
note on the company , you help the prospect to
remember you and you put your future sales efforts
on a stronger footing.
Your brief typed note serves as a tactful,
professional reminder of your visit, and can
reinforce the positive points of your visit.
Treating current and prospective customers like
professionals worthy of respect is always good
business, it makes a lasting positive impression.
Keeping in touch with prospects and current
customers by mail.
10. NO. 8
Not keeping in contact with past clients
Help clients to keep you in mind. Past clients will
often come to a point where they need your product
or service again, but don’t remember how to get
back in touch with you!
It’s incumbent upon salesperson to remind potential
customers-tactfully and professionally-that the
salesperson’s company still out there delivering
excellent results.
Keep an organized file of inactive accounts; call or
write key people at these companies on a periodic
basis.
Stay calm, stay friendly, and stay professional.
11. NO. 9
Not planning the day efficiently
Committing to a daily schedule is of paramount importance; your success
or failure in your area will have a major impact on your overall
performance as a salesperson.
Brief ideas to incorporate:
a. Don’t waste hours you could be speaking with clients
b. Prioritize your goals
c. Leave time for crises
d. Get up fifteen minutes earlier than you do now-and give yourself a
positive charge in the extra time.
e. Buy and use doctor’s appointment book-the kind with the whole day
marked off in fifteen-minute increments.
f. On Friday evening, prepare not only your Monday morning schedule,
but also your thumbnail sketch of the week to come.
12. NO. 10
Not looking your best
If you’re a prospect, you remember someone
who walks in the door looking sharp. Such a
salesperson makes an instant positive
impression, and has already done a lot to win
respect and trust in those crucial first seconds.
Look sharp.
When it comes to work, stay away from any
piece of clothing that doesn’t instantly
communicate your status as an intelligent,
organized professional.
Things to look impeccable: finger-nails, hair,
shoes, clothing.
13. NO. 11
Not keeping sales tools organized
Your briefcase should give the impression of
order and precision when opened. It should
contain: your legal pad, business cards, pens;
appropriate product materials and/ or samples; a
hand held calculator; and perhaps your pocket
sized datebook.
Business requires strategy, planning, competition,
intelligence among other things.
14. NO. 12
Not taking prospect’s point of view
The prospect will be concerned with different
ideas: benefit. Salesperson must emphasize on
this. It is a common mistake to concentrate
instead on features, and subject the prospect to
a barrage of confusing technical information
of limited interest.
If the salesperson focuses on your goals as a
customer, he/she will be speaking your
language-and will be able to communicate
essential facts about the product.
Research your product/service thoroughly
from the prospect’s point of view; isolate
benefits.
15. NO. 13
Not taking pride in your work
Pinpoint factors that mark you as
superior to your competition. Become
comfortable discussing those factors
in an optimistic way. Talk your
organization up. Mention where you
work and why it’s great at parties,
social gatherings, conventions-
everywhere.
Be proud of where you work, and
what you do for a living. Results will
follow.
16. NO. 14
Trying to convince, rather than convey
You have to commit to understanding the
problems and concerns of the prospect, not
steamrolling over them.
Demonstrate in a compelling way-how your
product/services can address the relevant
concerns.
You have to convey value and benefit, rather than
convince the prospect that his/her concerns are
unfounded.
Build trust. Emphasize past success. Highlight
solutions to problems. By doing this you’ll
convey the points necessary to get the prospect to
make the right decisions.
17. NO.15
Underestimating the prospect’s
intelligence
You are a conveyor of information. You
are a conduit. You are the connecting
unit between your business and the end
user.
Prospect has a great deal of knowledge
about-knowledge you need.
You should provide essential
information to the prospect.
18. NO.16
Not keeping up to date
Knowledge is power. It is to your advantage as
salesperson to have accurate information ahead of
time.
Observing the prospect closely, making an effort
to understand exactly what’s happening at his/her
business (and why), will help you gain a broader
outlook on the whole environment in which your
company operates.
Keep your eyes and ears open, and read essential
publications. The more know, the better off you’ll
be.
19. NO.17
Rushing the sale
Stages of sales: Qualifying, interviewing, presentation, and
closing.
a. Qualifying/Prospecting/cold calling- contact potential
prospect for product/services.
b. Interviewing- past, present and future with regard to
prospect’s use of your product/service
c. Presentation-showing exactly how your product/services
can help solve the problems identified during the
interview stage. Appealing to past successes.
d. Closing- sale of product or services to customer.
The simplest and most reliable way to lose a sale is to move
from one stage to the next before the prospect is ready to do
so.
20. NO. 18
Not using people proof
What is people proof?
It’s some of the most powerful ammunition at your disposal.
People proof reinforces positive inclinations toward your
company, and gives people a logical reason to confirm the
emotional decision to do business with you.
Citing other business that has had success with the product or
service you’re offering now, build the trust and confidence
necessary to close the sale.
People proof works wonders. It builds legitimacy in the eyes of
the prospect, and helps you get down to the important business
of solving problems through your products or service.
21. NO. 19
Humbling yourself
How you look at yourself, of course, has a great deal
to do with how others look at you. This is why a
commitment to ongoing motivational work is so
terribly important.
You must find an internal reservoir of strength,
confidence, and security in your identity as a
professional, and you must convey all that to your
prospect-as an equal.
Have a strong sense of self, of confidence, and of
professional-and have every expectation of the same
from you.
22. NO. 20
Being fooled by “sure things”
Daydreams on the job are troubling enough, but
what’s even more disturbing is when salespeople
make a big deal out of potential sales that really
aren’t that promising.
Every call you make, and every appointment you
go on, is part of your personal sales cycle-including
the rejections!
Keep your eye on the ball-and don’t get fooled by
“sure things.” Do not become distracted with sales
on the horizon; this reduces your effectiveness in
developing your customer base today.
23. NO. 21
Taking rejection personally
A rejection is not a personal affront, but rather part of the
overall cycle inherent in any day’s work.
Teach yourself to accept that the fact that the person says
“no” is not a reflection on you, your product, or your
company., but merely in the course of things, you can dust
your-self off and move on to the next prospect.
It’s possible to pick up the resilience and self-assurance
necessary to approach the issue of rejection from a
detached, professional point of view. Accept steady
progress happily.
Try to develop resilience and self-assurance when
confronting rejection; remember that hearing a “no” answer
is the only way to get to a “yes” answer.
24. NO. 22
Not assuming responsibility
When faced with a “no” answer;
consider asking the customer
where you have gone wrong, or
what mistakes you have made in
their service.
25. No. 23
Underestimating the importance of
prospecting
Develop good prospecting skills and
work daily to find new customers.
Sales is an up-and- down endeavor. You
never have a base of clients that’s big
enough to last forever. Make
prospecting part of your routine.; block
it off in your schedule.
Book, "cold calling techniques that
really work”.
26. NO. 24
Focusing on negatives
You must be able to isolate problems, deal
with them, and then get down to business.
Remember, your work-place is where you
must work toward making sales.
Approach obstacles from a positive frame
of mind; avoid negative habits such as
complaining and gossiping.
Stay positive. Stay upbeat. You are your
own greatest asset; focusing on negatives
keeps you from performing at your peak.
27. NO. 25
Not showing competitive spirit
If you are a salesperson, you are a member of an “army”, and your
“army” is at war, but nobody dies in it.
Common goal: success.
Establish strong “battlefield strategies” and “tactics” that will help your
“army” attain its objectives.
You must be absolutely dedicated to victory in gaining and keeping
satisfied customers, because there is almost certainly someone else out
there who wants those customers just as badly as you do.
How do you develop a competitive spirit?
a. Keep an ear open for intelligence about your business rivals
b. Report problems immediately to superiors
c. Develop a team mentality: success for the firm
d. Set goals and then go all out to attain them-good line communication,
clearly established goals, and deep commitment.
29. REFERENCES
a) Source: http://www.davekahle.com/article/managermistakes.html
b) Source: http://www.business2community.com/sales-management/top-five-
sales-management-mistakes-0905290#LhHsECJ0BBY7hYYO.97
c) Source: https://blog.hubspot.com/sales/the-single-biggest-mistake-sales-
managers-make#sm.0001tbb8semi1cnlq772hi2su00sh
d) http://www.modernsalon.com/article/32523/the-25-most-common-sales-
mistakes
e) Shiffman Stephan (1995): The 25 Most Common Sales Mistakes and How to
Avoid Them
30. SCHOOLING AND CONTACTS
Class of 2009: Port-Mixed Primary School-Budalangi-Kenya Certificate for Primary Education
Class of 2013: Nairobi School (Prince of Wells)-Kenya Certificate for Secondary Education
Class of 2018: Centonomy-Personal Financial Management and Wealth Creation
Class of 2018: Strathmore University-Bachelor of Commerce-Accounting Option
To date: Certified Public Accounting (Section4)
AREA OF INTEREST
1. Teaching
2. Mentoring
3. Administrations
4. Logistics coordination
5. Supervision and Operations
FOR FEEDBACK, SUPPORT AND CONTACT.
NAME: JUMA WILLIAM
M-PESA LINE:0716545290
CONTACT LINE:+254716545290
EMAIL:jumahwilliam@gmail.com