“Why should we renovate the dispensary? Because it’s across the road from us? I can’t believe you’re even asking! It’s a public facility. We pay taxes. If the government fails to use them properly, that’s not our problem. Selling social impact is not our business.” That was the response from the management of a milk
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Start, boss. Just start. This January, master the art of the start. Forget the brittle vows and ghosted gym memberships—the graveyard of New Year’s resolutions is proof that a wish is not a start. Successful selling is a religious repetition of habits. None of these habits will see the light of day if you do
The countdown to the countdown is already on. We are counting days to the end of 2025 and soon shall be doing so to shouting, “Happy New Year!” As we say bye bye to 2025, here are top 10 articles in Sales Pitch as voted by your readership. 1. Motivation is Overrated- Say Bye Bye
Avoid feature and benefits dumping. Speak only of the feature that addresses the buyer’s pain. Ignore the rest. Your soil health analytics has several features including a dashboard, chemical, physical, and biological diagnostics that map nutrient levels, biological activity, and crop-specific needs. Impressive. But. If the farmer is worried about declining yields due to poor
Every once in a while, a statistic doesn’t just catch your attention—it slaps you awake. And reminds you of what customers want. Like this one shared by a customer: “When a farmer invests USD 16,000 in our soil testing, he unlocks savings of USD 100,000—simply by using less, but better-targeted, fertilizer.” Read that again. Sixteen
#basicneedsofcustomers, #knowhatcustomerswantbeforetheydo, #maincustomerneeds, #whatcustomersreallywantexamples
When the customer says: “Let me talk to my team,” respond with, “Great—would it help if I joined the conversation to clarify anything for them?” This simple line is the essence of the approach: ask to join the meeting. The real reason sales die (and why you must ask to join the meeting) Why? Because
#asktojointheinternalmeeting, #buyersarenotsellers, #doyoursalesjob, #lostintransltion, #sellingtomultiplebuyers
“We see you have your company account with us and are calling to ask you to open a personal account too.” (Pregnant pause awaiting a Yes’) Meanwhile, the customer (a director of the company) is wondering, “Why? Why should I open a personal account with you?” And this is what I want to look at
#howtoincreaserevenuefromexistingcustomers, #importanceofsellingtoexistingcustomers, #makingmoresalestocurrentcustomers, #whatisitcalledwhenyouselltoexistingxuatomers
If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m talking about strategic account managers, business development managers and bank corporate relationship managers. Those that manage
B2B negotiations are complex. The more if you’re selling high ticket items like software (say a core banking system) or industrial fuel. For this reason, business owners should arm their salespeople adequately. Across the 7Ps as we shared, yes, but beyond that, prep together as a business not as Sales only. B2B negotiations are a
Dear Business Owner, some problems in sales get blamed on marketing—and some problems in marketing get blamed on sales. Few internal battles drain more energy, money, and morale as much as the sales and marketing conflict. Here are 3 common examples—and what you can do about them. (And, by the way, for the uninitiated, marketing
#endingthewarbetweensalesandmarketing, #relationshipbetweensalesandmarketing, #salesandmarketingdifference