Showing 9 Result(s)

SEASONAL SELLING

We all know that apples are available all year round. Oranges also form part a greengrocer’s standard year-round stock item. But apples and oranges are not locally harvested year-round. For apples to be available 12 months of the year, they are picked at harvest time, and then stored in nitrogen cold stores – this is …

DEFENSIVE SALES INCENTIVES

Sales incentives, such as packaged deals, time limited price discounts, finance offers, etc are designed with two main aims in mind: You want to influence a customer to purchase now from you, and You want market capitalisation via an awareness campaign but ultimately you would prefer to eliminate your competitors influence. And that is fine …

NEVER ASSUME

Felix, from The Odd Couple, got it right: Never assume otherwise you will make an ASS out of U and ME. An assumption is a conclusion that one makes based on no or little information. Some assumptions might be correct, but unless you can somehow verify or collaborate what you are assuming, then there is …

DIPSTICK SELLING

Although the title may suggest it, this is not about selling dipsticks or selling to dipsticks, although the possibility of exploring this further appeals to me the more I re-read the title. Dipstick selling is the processes of periodically interrogating your customer to make sure they are still following your sales pitch – much like …

ACT NOW

If you have sat in a marketing class or have attended a marketing seminar, lecture, talk, webinar, etc you will have heard the following mantra: CALL TO ACTION. It may not appear to be uber important to your marketing activities, but without a call to action of some sort, then it is difficult to measure …

TRENDING NOW

Deep down inside most of us, we harbour desires and ambitions of being unique, innovative; a trend setter. We should not abandon these personal attributes. This is what drives progress – being able to see something that others don’t, being the first with a new service or product, creating new processes that capitalise on efficiency, …

THE PRICE IS RIGHT

Pricing can be a difficult concept to master. There are a number of schools of thought that come into play. We will have a look at a couple of them here as they all have advantages and disadvantages and some are better suited to different market. We will also have a look at influencing factors …

BE THE EXPERT

The best engineers are those that can solve the hard problems. The best general practitioners are those that can treat a wide range of conditions. The best retailers are those that are experts in their products. Hold on, did I just hear a collective argh from the sales schools? Shouldn’t the best retailers be the …

WHO ARE YOU SELLING TO?

Your products need to be matched to your customers. There is little call for gas heaters in the tropics, consequently it will be difficult to find a retail outlet selling gas heaters in Bali, likewise, jumpers and long johns will be slow sellers. It can be a thin line between bringing an innovative new and …