Archive for 'Selling'

What does it take to become an Optimal Sales Professional? What does this even mean? Think about sales people you know who are really at the top of their game on a consistent basis. What are some of their unique characteristics? Why does selling seem so easy and natural to them? The answer to this question lies in understanding the three contributing factors to optimal performance. Though this will be illustrated in the context of a sales professional, the same Read more »

The ideal selling experience is characterized by appropriate Preparation, Execution and Delivery. These three legs of the sales stool are equally critical and often too much emphasis is placed on one which can jeopardize the whole opportunity. Let’s look at each:

Notwithstanding the obvious in terms of punctuality, appearance and relevant collateral materials, this also has a lot to do with the psychological mindset of the salesperson going into meetings with potential customers. Consider approaching this process in a “coach” like manner. Yes you have to present what you sell but the emphasis needs to switch quickly Read more »