How to sell professional services like a plumber

Plumbers, doctors, carpenters, auditors, electricians, accountants all benefit from knowing how to sell professional services First, let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff can deepen the sale. Now then. Sellers initiate the sale’s relationship; technical staff deepen it.  When…

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Sellers should understand the buying process

Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented. So? Not understanding  this difference may ruin relationships and delay completing the sale (closing).  Here are…

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Following the rules limits your sales potential

Conforming to the rules, works against successful selling.  The stickler for rules gets frustrated because he yields to them and gets mediocre results at best. Progressive sellers, on their other hand, while remaining ethical, take the rules as guidelines, not deadlines. Many times they will bend them to snapping point much to the irritation of…

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How to overcome buyer excuses for not buying in January

Sales people that buy into this, “Bado mapema” mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you don’t. The favourite ones include, “Bado mapema, boss” (It’s still too early in the year) and…

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