Boost sales by building a business case

Not having a business case is careless investing; in fact it’s not even investing, it’s gambling. “Why should we have a tent there? What’s the business case for it?” The seller is irritated. He curses silently beneath his breath. ‘Argh! What’s this business case nonsense? If they don’t want a tent there and the competition…

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Own ‘historical injustices’ to overcome them when selling

Caused by you or another seller, deliberately or not, it doesn’t matter. Your retreating weakens you as a seller Historical injustice is a past moral wrong committed by previously living people that has a lasting impact on the well-being of currently living people. Kenyans are more familiar with the term in relation to land issues….

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Could your pride be coming before your sales falls?

Contrary to popular belief, these pride-less acts earn the seller the buyer’s respect, not disdain. Would you caught at a prisons courtyard making a sale? As a man, would you pitch to a lady in the ladies washroom? If you are frowning upon the thought of either, possibly pride is impeding your selling potential. How…

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Three quick tips that can accelerate your sales

Here’s one more tip on, “Give us a discount”. Confidently ask the buyer, “Why?” Here’s three quick practical tips that can accelerate your sales. Tip one: Discount doesn’t have a currency attached to it. Quit attaching one when negotiating. The average seller dreads the words, “Give us a discount.” In fact, some businesses have even…

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Set yourself apart by selling value

Unfortunately, the average seller, doesn’t focus on the buyer’s need preferring instead to dwell on his Instead of standing in line with your product differentiation, stand apart with your selling. The former has a limited shelf life before it is copied, or bettered. In any case customers don’t buy what your product is; they buy…

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Four reasons why you sell for yourself

There is something magical about a buyer seller connection that accelerates the sale. Dear Seller, You are not making that sale for your employer; you are making it for yourself. The employer is secondary. Rid yourself of the mentality that the sale is the employer’s problem.  It limits your performance; it  gets you going in…

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Always establish the buyer’s needs

Even when a buyer comes demanding, “I want this solar panel; my neighbour told me he bought it here,” be cautious as seeing it as an open and shut sale. Customers don’t know what they want. There; I’ve said it. It therefore behoves the salesperson to show them. More accurately, guide them to what they…

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For more sales spend half your time with buyers

This way, he has you top on his mind which incidentally, he doesn’t. His focus is on his job, not yours. Time management is a huge challenge for most sellers. Interestingly, they doesn’t see it that way but instead lament that, “I have too much to do.” And it’s easy to see why. Most sellers…

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