Are you engaged in problem identification or problem solving? Are you identifying problems, or solving problems identified? Confused? Well, if you are selling in a hardware shop and a customer comes in stating, “I want a drill,” do you...
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Dear business owners, why do you do this? Why do you invest heavily in the premises complete with extensive grounds, imported furniture and manicured lawns, then sit back and expect the money will roll in. And it does, momentarily....
Connect the dots is a form of (children’s) puzzle containing a sequence of numbered dots. When a line is drawn connecting the dots, the outline of an object is revealed. In the sales profession, connecting the dots will determine...
Persistence and the art of connecting the dots pave the path to your success in selling. They are cornerstones of the sales odyssey; the sales journey. Here are two compelling stories that demonstrate this—one of unwavering persistence and another...
The sales cycle is a guideline, not a deadline. Being a cycle, technically, it has no end. However, if it did have an end, closing the sale would be it. Ultimately, closing the sale is what counts. Movement along...
Do you suppose this is a quality customer engagement? “My name is Mtu Mwingine from Kampuni Nyingine Manufacturers. We are the only ones who make low-cost, robust quality refurbished TVs. We at KNM deal in used TVs sourced from...