Dishing out discounts shrinks your selling muscle

Grow your capacity as a salesperson, know the market, believe in your product and remember the buyer has a problem he wanted to resolve with the purchase. With this knowledge, try this… If you acquiesce to every request for a discount, your sales muscle gradually atrophies. You never grow as a sales person; you grow…

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Embrace humility to thrive as a technical seller

It doesn’t make you less of an engineer because the client asked to see an engineer, yet you are one; it makes you more of a salesperson when you oblige. But I’m an engineer, not a salesperson you indignantly respond. Yes. But, remember you are selling So what! So what if the buyer tells you,…

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To win lay buyers, start by pitching value of product

To the lay person, the trick is to reverse the pitch starting with value then benefit, and unless the feature is easily understood, ignoring it completely. The eyes you are reading this through have an ancillary body and muscle, anterior chamber filled with aqueous humour, cornea, vitreous body, macula, iris and retina. Unless you are…

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How to overcome rejection when selling

Rejection is part of human interaction; even you do it. Sometimes intentionally, sometimes inadvertently. It happens within selling and even outside. Rejection is here to stay.   Sales is filled with rejection – so it’s critical to develop a healthy attitude to it. Easier said than done, you say? I agree. Rejection stings; rejection is painful. …

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Why it is important to know your competitor

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” (The Art of War) It is not enough to know your product. To sell successfully you must also know your competitor’s product. The failure to do so will cost you sales. You will be stumped when thrown a curve ball. “But, (your competitor)…

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First acknowledge an objection before responding to it

Objections are the archenemy of the average seller.  The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The…

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Make the sale easier by first showing the lack of benefits

The average seller harps on the benefit of the two-door lift; the progressive one first vividly spells out to the buyer what not having the two-door lift means.  Before sharing the benefits of your product, first spell out what the lack of its benefits means to the buyer. Let me illustrate. You’ve watched it in…

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Go beyond your lifestyle to successfully sell high priced products

If it’s impossible for you to fathom, it’s difficult for you to accept or say it. Juma had practiced the response countless times.  He now had it down to a T. “When they ask me how much I want to be paid, I’ll say 30,000shs. That is a reasonable increment from the 24,000shs I’m earning…

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Why banks struggle to compete with challenger banks

Unlike fintechs, humility, adaptability and transparency are vague values for the profit-making banks “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” (Microsoft founder, Bill Gates) Banks are,…

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