Can you sell without selling?

(Copyright © 2015 by Chesney Bradshaw, all rights reserved)
(Copyright © 2015 by Chesney Bradshaw, all rights reserved)

We hear a lot about techniques and systems to sell without selling. Some so-called sales gurus will lead you to believe that you don’t have to sell. Selling has always been seen as something almost distasteful especially to those who don’t want to sell. Perhaps it’s because of early experiences people have had with “pushy” salespeople.

Cold calling or prospecting is also something that most people find it difficult to do. Perhaps it’s not so much the difficulty but not having the right mindset for cold calling. I have come across two small business owners recently whose sales need a boost and have taken to cold calling. The one is a person it in his early 30s who has moved his computer business from a small town in the Free State to Johannesburg. He has to begin his computer consulting and repair business from scratch in the city. So he has begun a programme of cold calling in person, which is actually door-to-door selling, starting with industrial areas such as Strydom Park. He tells me he can’t venture out too far to other industrial parks because he needs customers to be relatively close so that he can serve them quickly and also keep his fuel bill down. Continue reading “Can you sell without selling?”

How to handle objections when selling your new product or service

Credit: Wikimedia Commons
Credit: Wikimedia Commons

You’ve come up with a new product or service that you’ve spent months developing and testing and you approach your first customers. Don’t be surprised when you encounter your first objections. You can’t expect a prospective customer to just say yes to your product and hand over their money. It may happen with low value items but the higher the purchase price, the more hard work you need to put into the sale. Continue reading “How to handle objections when selling your new product or service”