Archive for 2015

Jacob Zuma is NOT the Real South Africa

We are NOT our president
We are more than that

We are not inherently corrupt, arrogant or greedy
We are more humble than that

We are not stupid enough to think we know it all
We are more intelligent than that

We are not the incompetent leaders of many of our parastatals
We are the people who keep the planes flying (pretty punctually), the electricity generating (mostly) and the taps running (usually)

We are not the government or local municipality heads
We are the hands and feet, doing the legwork

Continue Reading

The Technician Who Could Not Sell

Years ago, we bought an expensive photo copy machine for our business. The “Sales Rep” got us to sign the contract, made their commission and went on to find the next customer. We never saw them again. However, at least once every 3 months, a “technician” would come to our offices to service the machine. As he was a “technical person”, he never asked us any “sales” questions. He never asked if we needed paper (we were not even aware that their company sold paper.) He never asked us if we would like additional functionality, such as scanning or faxing (we never knew the machine could do that.) He never offered to upgrade us to a newer, more suitable machine (we thought ours was doing just fine!)

The company never thought to give the technician some basic sales skills, such as creative questioning techniques, to enable them to at least uncover upselling or cross- selling possibilities. Obviously, the company missed many opportunities to serve their customer better and also to make more money. (This is the ultimate win/win in sales – to serve our customer, make a bigger difference and make more money.)

I have a favourite saying on my sales training courses – “Life is a pitch and then you buy!” What this means is that, in some way or another, every one of us is involved in sales of some sort – even if sales is not our job title.

Continue Reading

Why do we struggle to get new customers?

A big part of successful selling is the ability to get new customers. Many of us have been taught to use the tried and trusted “Cold Calling” or “Cold Canvassing” techniques. So we dial their number and launch enthusiastically into our smooth, well planned Sales Pitch, asking for a few minutes of their time to meet and chat about what we have to offer. All too often the answer we receive is – NO. NADA. Nee Dankie. Not now. Too busy. Thanks but no thanks.

In today’s busy world, potential new customers don’t seem Continue Reading

The worst question you can ask a customer

Time is money. First impressions count. To impress our potential and existing customers, we need to make a quick and meaningful connection and leave a lasting impression.

The worst question you can ask a customer is: “So How’s Business?” Continue Reading

South Africa – YOU inspire ME!

On 13th Jan 2015 I returned from a 10 day trip to India. The very next day I began a whirlwind tour of South Africa which has been both amazing and inspiring. I have Meandered through Meyerton, Paused in Piet Retief, Kuiered in Klerksdorp, Dived into Durbanville, been Busy in Bellville, Blazed through Bloemfontein, Marvelled at Melrose Arch, made Magic in the Magaliesberg, unlocked Ideas in Irene, Felt Nurtured in Naboomspruit, Played in Port Elizabeth, Sweated in Somerset West and Swanked in Sandton. Continue Reading