Thursday, 9 March 2017

Part 2 Fear of Pricing objections

Running with You the Sales Rep

So give the following lots of thought, thinking time.

Client not forth coming with YES, Go ahead, sign order,  INTERESTING

- You have to convert their lack of confidence in you, which equals lack of trust, trust, trust, and their perceived value , solution you are selling.

- Remember you are a problem solver?????

- client might think too high a risk to go with you, yes YOU< YOU, the business your are representing is the 2nd step in CONFIDENCE.

- May be they think they can get it CHEAPER< CHEAPER, are they comparing apples with apples, or green peppers vs red peppers !!!

go get your thinking right on PRICING

Till next time go sell your way to Success.

FEAR of PRICING objection

Running with You the Sales Rep

Yes we hear this as sales mangers, Sme owners, bosses, etc pain in the butt when I hear it,

This issue has been around for ever, since business started way back in the day.

In 1980, yes you read correctly, I attended an ALFRED TACK sales training course, here is an extract from the book we got given HOW TO SUCCEED IN SELLING.

It is said that a dog can tell instinctively if a human being is afraid of it, BUYERS certainly have a sense which tells them whether or not they can take advantage of the salesman's/ salesladies FEAR OF DISCUSSING PRICING

Buyers know and feel it is their job to raise price objections, BUT< BUT< BUT in reality what they are asking you is, PLEASE CONVINCE ME THAT IT IS IN MY BEST INTEREST TO PAY YOUR PRICE.

Makes you think, Go sort your thinking out re PRICE

Tell next time go sell Your way to Success.

Friday, 17 February 2017


Running with you the Sales Rep

Take a step back and ask yourself, how much funds do you invest in up skilling yourself vs the amounts you spend on partying etc, very interesting.

Then you complain, when you lose a deal, a top client, your mind is in the incorrect place, life seems full of shit and SSDD.

I did research recently with reps, there was feedback, one I found very interesting, said, in sales you do not have to be qualified, yep you got it right, rep is a loser, 40% of sales target.

Are you filling your head with new sales techniques, new ways of building better relationships, new insights into different ways  to close deals etc,


Till next time go Sell Your way to Success.

Tuesday, 24 January 2017

Why are you losing so much Business

Running with You the Sales Rep

Address these areas, on a scale 1 to 10, (10 being the highest)

1 Do you present well one on one and a group, strange how it is different when there is a group

2 How is your sales knowledge, up skill on an on going basis

3 Can you handle all objections thrown at you, I find this the biggest single factor re above heading, shame, poor salesmanship, get it right quick.

Yep there are a few others, these are the key ones.

Till next time go Sell your way to Success. blog by Kyle Daines

Friday, 20 January 2017


Running with you the Sales Rep

2017, started, all cool, so have you asked yourself the following,

1 What do I need to do, to stop my best clients going to the opposition, yes what must you do, not your company.

In 2009 I came up with the RSQP Formula, had a n article on this published in a SA business mag.
- relationships
- service
- quality
- price
You know the 80/20 law, so go quickly and put in place plans to ensure you keep the majority of key clients

Till next time go sell your way to Success. Post by Kyle Daines

Thursday, 12 January 2017

2017 will YOU be a CLOSER or an order taker

Running with you the sales Rep

Will you exceed your number by hoping to get orders, or do you have to go and sell, and be a CLOSER,

Go test yourself on how great are your closing skills, in 2017 you will need to be on your game

Till next time go sell Your way to Success.

Wednesday, 11 January 2017

10 years old and COLD CALLING

Running with you the Sales Rep

Yep at the age of 10 I was cold calling, how did it begin, that was nearly 51 years back in the day.

We lived in Rhodesia, now zim, folks took us on holiday to Durban, SA, 3 day drive, my Old man enjoyed his fishing, we were as I learnt in later years a lower middle income family.

We stayed in flats, many flats on the street with holiday makers, Yep you guessed it my dad would catch fish during the day (SHAD) great eating fish. Fish packed in an ice box, all cleaned.

Told son, go knock on doors, do not come back till all fish sold, and money accounted for.
that money was then, in part used to buy more bait, buy us, my sister and I ice cream etc, and my folks Scotch, which was hard to buy back home.

Did I learn stuff, sure, big time, but only really kicked in from age 17 when I did part time sales in the holidays, INTERESTING

Till next time go sell your way to Success