Connect With The Customer By Using His Jargon-Not Yours

Tribe is not a bad thing; it’s just twisted to be so. When one is obviously struggling to speak in English or Kiswahili and, judging from their accent or name, you switch to speaking in one’s vernacular, an emotional bond is quickly formed. “You are so anti-jargon,” a reader told me. “What if it’s the…

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For A Faster Close, Make It Easy For Buyer To Understand And Decide

Driven more by esteem than need, buyers want all the trending bells and whistles in a product and will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the sale…

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Simplicity is king when making sales pitch to prospective buyers

“When I first heard about the cloud, I thought the information was held somewhere in the skies.” I was told this by the CEO of a thriving IT solutions firm. If you know what ‘the cloud’ in computer terminology means, you must be laughing. Don’t! That’s how you lose sales. By assuming buyers know, and…

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Asking ‘So?’ will let you look outwards to the buyer and the sale, not inwards to you

How do you get to speak in the language that connects with the buyer? By asking, “So?”. Virtually all in-house sales training busy themselves with product knowledge. So if I’m selling waste-water treatment equipment, my in-house training will focus on the types of plants we have, their specifications, what they can do and how they…

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