It gets to a level where your personal achievements in the business is irrelevant.

What matters is your ability to turn your team members into high level achievers.

This is why one of the most important decisions you would always take is the people to bring into the business.

Recruitment should not be completely left to the HR Department.

You must create time to be part of major recruitments.

You must equally make it a routine to have timely interactions with the team.

You have achieved success in business when you have successfully inoculated ownership mentality into your team members.

Finally, never allow momentum to be lacking in your team.

A crucial part of your daily job is generating and injecting enough energy into the system for team members.

The post NOT YOU, BUT, YOUR TEAM appeared first on THE SALES GURU.

He’s got 12 million followers on Facebook Meta, 10.7 million followers on Instagram, 6.2 million followers on Twitter.
His minimum charge per show is $250,000.
His third marriage with Marjorie Harvey is blessed with four biological and three adopted children.
He has hosted every top American figure in his show.
Steve is the author of many books, including the best seller, THINK LIKE A MAN, AND ACT LIKE A LADY which has sold millions of copies worldwide.
It’s a Monday morning, the best thing you can do for yourself this week is believe in yourself.
You may be 30, 35, or 40 years and you are thinking ‘God has forgotten me.’
No, it doesn’t matter how old you are, you are not late.
God still has your blessings intact and they are coming your way this season.

The post LEARN FROM STEVE HARVEY appeared first on THE SALES GURU.

1. Do not keep a prospect waiting.

It’s very bad to allow a prospect arrive at a meeting before you.
That’s one of the worst first impressions. If in case of emergency, please communicate ahead of time.

2. Do Not Condemn Other Brands While Marketing Your Own

You never get better condemning another person. If you speak evil of other brands, prospects will likely not trust you.

3. Take A Notebook With You

When prospects see you writing down what they are saying, they have an impression that you take them serious.

4. Ask open questions that encourage the prospect to share his/her opinion.

You can’t solve a problem you do not know of. It’s only through questions that you can determine the challenges of your prospects. Questions will also help you to know the right prospect.

Try your best to not to ask questions with ‘YES or NO’ answers.
Ask questions that force prospects to open up.
E.g How have you been solving xyz problem? What can I do for you that would make you accept my product/service? When was the last time you made a similar purchase, etc?

5. Allow The Prospect To Ask Questions And Prepare To Answer

Your prospect has the right to prospect you. So, allow him question you too. Sometimes, make him know that he’s asking very intelligent questions.

6. Make Direct Eye Contact

Look right into the eyes of your prospect. It shows confidence. Remember, nobody likes to give money to an amateur.

7. Prepare Ahead Of Time

If possible write and prepare your opening speech. Don’t go to your prospects unprepared. You may be seen as unserious.

8. Don’t Be Too Official

Prospects are humans too. You must have a fantastic sense of humour.

9. Do Not Condemn The Opinions Of A Prospect Even If You Disagree

Even if prospects say things that are contrary. Acknowledge it calmly before you disagree. Never be confrontational.

10. Know when to close the deal.

Do not engage in analysis paralysis. Know when the impression has become high enough to lead to a close. Ask the closing question.

The post 10 THINGS TO DO DURING PROSPECTING appeared first on THE SALES GURU.

When a #prospect says to you “I can’t afford your product/service”, do not make the mistake of concluding that he won’t buy.

Similarly, avoid hasty #price reductions because a prospect says he can’t afford your price.

‘I can’t afford your products’ should be interpreted as;

• Give me a better deal (discount, joint purchase, etc).
• I need more time to decide.
• I don’t like installments or services.
• I am already used to another product/service.
• Can i pay in installments?

As a salesman or business owner, you job is to ask intelligent questions that will help you to know the mind of the prospect.

These are five questions you should ask when a prospects tells you “I can’t afford your price or your price is too much.”

These are the 5 questions.

1. Would you mind explaining a little further?
2. At what price would it be easily affordable for you?
3. What would you like me to do for this deal to pull through?
4. Beyond price, are you okay with the product/service qualities I just showed you?
5. What if I breakdown the price in a way that would be easily affordable for you?

Never be in a haste to conclude that your prospects do not have the money when they say that they can’t afford your price.

I hope this helps you.

The post WHEN A PROSPECT SAYS HE CANNOT AFFORD YOUR PRODUCT appeared first on THE SALES GURU.

Sister Nkechi is a shoe vendor.

She had this conversation with a prospective customer.

Prospect: How much is this shoe?

Sister Nkechi: God bless you, ma. The shoe is very original.

Prospect: How much is it?

Sister Nkechi: The shoe is N20,000. But, I will give you for N10,000.

Me: Sister Nkechi, now now, you have given a discount of 50%?

What is the colour of your confusion?

Stop giving discounts if the prospect has not asked or acted in a way that shows he wants it.

The post DO NOT BE QUICK TO GIVE DISCOUNTS appeared first on THE SALES GURU.

Do you know that in a country as difficult as ours, your business has been one of the major reasons why you are still sane?
When next you want to think of why you should give up, remember what life would have been like 1, 2, 3, 5 years ago if you gave up.
Profit in business is not only traceable to your bank account. Profit lives in people.
No matter the stage you are now, your business has the potential for growth.

Keep Believing! Keep Learning! Keep Implementing!

Your AHA! moment will soon arrive.

The post DON’T LET YOUR BUSINESS DIE appeared first on THE SALES GURU.