Don’t ‘sell’ in this uncertainty, prospect instead

These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever a time prospecting was key, it is now. But how do you prospect in these uncertain times we’re in?…

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Work with buyer’s name for your product

In the case of product name, buyers will refer to it the way they understand it and expect the seller to know what they mean. Unless they are on premium, most buyers rarely differentiate a product the way it’s seller does.  The seller uses its official name. Buyers refer to it, as they understand it….

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Parents buy teaching, not the school’s costs

As with any new product, instead of defending insignificant reduction in fees, schools should first “demo” the service to justify its price (and hopefully value) before selling it. What a deadlock! On one hand, as one newspaper put it, “Parents are in revolt over the unrealistic costs associated with virtual education for children out of…

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How to differentiate your product to the buyer

It is the seller’s responsibility to make his product stand out from the competitor’s, and more importantly, stand out in the buyer’s mind. And this is rarely achieved by … Which of these are you likely to use? When withdrawing money using Visa, the ATM with a sanitizer next to it or the one without?…

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Formula of deepening sale from my plumber

“Ukiwa tayari uniambie.” (Let me know when you are ready). I became ready this year (likely because of wife pressure) and he made another sale when he did the job. Let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff can deepen…

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Self-quarantine friendly activities to boost sales

The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. The rest…well,… Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us like the sword of Damocles, one…

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Take disappointment in your stride to thrive in sales

Disappointments can be complex. Like the current rapid slowing down of economic activities because of the disruptive Corona virus. You will face disappointments when selling. Expect it. Learn from it. As they say, ‘If you do not encounter the devil on your way to success, you are likely walking in the same direction.’ Logically, all…

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Three reasons why investing time in converting leads helps

Continually getting leads significantly lowers the prospecting burden. When you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons why sellers should exhaust all avenues to close the lead (complete the sale). First,…

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