Effective sales management requires the manager to have his nose in other people’s business. The effective sales manager has his nose in his sales team’s personal business. “Do not bring your personal problems to work” is an oft-quoted admonition that rings sour to successful sales management. And personal problems could range from the mild, “My
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You notice that the damaged machine belongs to a competitor. You start salivating. Don’t! It is not an invitation to a sale. Buying means changing and chancing. Abandoning the familiar and risking. The risk could be reputational (Will we end up with egg on our face partnering with this new firm?) or financial (will we
It is very likely that if you do not take notes as the buyer speaks, you are a poor listener. Every salesperson should take notes in client meetings. The more if you are a Business to Business (B2B) seller. Here are three reasons why. You are a poor listener First, taking notes amplifies your listening.
Contrary to popular belief, buyers don’t know what they want. A bull fight is representative of a misguided seller- buyer relationship. The two lock horns, each digging into his heels, a relationship is broken and future sales lost. This usually occurs when the buyer is experiencing the product; sadly, at this point, the purchase has
So profound is this that a client of mine who sells pesticides tells me that one of their products is more expensive and bulkier than the competitor’s and yet farmers prefer it “Mimi nilivotia Sonko, kwa vile Kidero ametusotesha sana. Na hope Sonko atatulipa mshahara on time kwa vile Kidero alikuwa anakaa sana bila kutulipa.”
Clayton Christensen, Githeri man Chiloba 2017 elections, Jobs to be done theory in selling, Why do customers buy?
Buying means making a change in his circumstances, and the instinctive reaction to change is resistance. It is for this reason that buyers will generally raise objections. Almost always, assurance is what they want in response Chances are that, a lady you are interested in will give this or that excuse for not accepting your
Avoid communication breakdown. “The single biggest problem in communication is the illusion that it has taken place. (George Bernard Shaw) Generally, in life, this predicament is the cause of many arguments; specifically, in selling, it is the cause of many lost sales. One of the exercises we do is my sessions has all the delegates
Love what you hate. Instead of complaining that the walk-in client only wanted a quote and won’t buy, invite him on a tour of the showroom as the quote is prepared. I drove though three successive fuel stations seeking air for my tires and received three successive, “haifanyi” (the pressure pump isn’t working), and, therefore,
giving quotes is frustrating, Love hate relationship, yin and yang
Human Interaction, Listening, Managing Sales Process, Relationship Building
Listen! Did you hear that? No? LISTEN! Do you hear it? If you haven’t paused to these instructions you are in good company-the company that hears, but does not listen. And sales people are notorious for they do not listen to the customer. Besides sales, we also offer other customer/audience facing short courses and when
Active Listening, Generational Listening, HOw do I improve my listening, NLP Representational Systems in Selling, Steve Covey's Empathetic Listening