Business and Money Tips

Salespeople are known to be a different breed of people, and top management often do not treat them the same way as they treat office people.  They say that you must give salespeople lots of freedom, just make sure that they achieve your sales targets and everything will be fine.  Is it so? From our experience in managing, training and coaching salespeople, there are 5 fetters that all salespeople must avoid if they want to be more successful: Sales as War - such a aggressive approach will imprison salespeople to constantly win battles with a 'out to kill' mindset.  If we were to examine closely, we discover that t he biggest war the salesperson need to fight is not with the marketplace but within himself . A good salesperson work on improving himself first before he can conquer the market . Sales as Entertainment .  Here the salesperson simply believes that all customers must be entertained in order to get the business.  We know that the focus on entertainment will mak

The first thing that comes into people's mind when you ask them to increase sales is "Where do I advertise?"  Next is to increase the salaries of salespeople.  After that, you've got to increase the marketing budget and so on.  They are all costly ways with no sure guarantee of success.  No wonder they say many people would prefer to not increase sales for fear of wasting money!  It doesn't have to be this way.   Companies can always increase their sales without incurring a single cent.  In fact, many of them have realized that not only there is no cost involved, you can actually make money from increasing sales .  Here's how it works: You send your salespeople for trainin g that teaches them how to increase sales by say, 61.1%.  Since the Singapore government funds 60% of the training cost under PIC Productivity and Innovation Credit, your net cost of the training is 40%. But under the PIC Bonus scheme, your company will receive another 100% of the

I'm sure that there are times in your work or life that you have a person that just doesn't like anything that you do.  In fact, he hates you, for whatever reason that may be.  If you are in sales, this person will never pay attention to your sales presentation and will just give you objection after objection. The next time you're faced with this difficult situation, just put on a serious face .  Then ask that person in a most sincere and humble way, "Please, Mr Customer, would you please do me a great favour? "  The customer, out of natural human curiosity, will automatically say, "What?" You would then ask this unfriendly customer to do something trivial, or something easy to do, like close the door, lend you his pen, or get you a glass of water.  Once the customer obliges, something wonderful happens.  The hostile customer will, very subconsciously, instantly feel powerful and useful, in his own mind.   The moment he feels this powerful way he w