Price objections are rarely about money. They’re about doubt. The customer doubts you or doubts what you are saying – in that order. It’s much easier and face-saving to report that, “They say we are expensive,” than, “I was not confident enough,” or, “My uncertainty showed through my meandering presentation.” Effectively, that there was a
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“Let me be clear,” the Director of Sales of a well-known company in the manufacturing sector asserted. “We do not do brown envelope; we do not bribe. We are the leaders in our industry and have been in business for 35 years now. Most of our customers have been with us for decades primarily because
#bestconsumersalesincentives, #ethicalsalesincentives, #ethicalselling, #Incentiveusedtoacquirenewcustomers, #salesincentivemodels
Silence is a weapon. Use it. Sales is not about talking more. It’s about making the buyer talk themselves into clarity. When used intentionally, silence in sales becomes a weapon — a way to guide reflection, build ownership, and create commitment without pressure. But a weapon, like any tool, is only as useful as its
Kyalo runs a mini vegetable market outside one of the gated communities in Nairobi —a living example of customer convenience in sales at work. In truth, it is not even a formal shop — just a makeshift stand leaning against the perimeter wall of one estate. Yet from that simple setup, he serves an expansive
#anticipatingcustomerneeds, #consultativesellingfosmallbusinesses, #convenienceofconsumerpurchasing, #effortlessbuyingexperience, #Informalsectorsales, #reducingcustomereffort
Do you sell through processes? Let me rephrase. If you work in back office, support functions, or Operations, do you realise that you are selling every single day? No? Walk with me. The 21st-century customer is irritated by friction. He is moved more by experience than price or product. Yes, you read that right. Today’s
#customerjourney, #invisibleteam, #raredrivers, #rarequalities, #sellthroughprocess, #sellthroughprocesses
Do you honestly believe the government when they insist that they will not be sharing your data in the US–Kenya Health deal? Because if you’re trying to understand how not to sell anything, this is a textbook case. This government excels at good intentions — sincere promises, grand visions — but without credibility or action
#guidetoselling, #kjsearesults, #kpsearesults, #Safarcomsharessale, #salessuccessnuggets; #NationalInfrastructureFund, #uskenyahealthdeal
If you can’t explain your offer in one sentence, don’t expect your client to remember it. And if they can’t remember it, they can’t buy it. Simple. Here are four reasons why you should be able to explain your offer in one sentence. 1. If you can’t explain your offer in one sentence, do you
“He has two million shillings he’s expecting but I doubt he’ll ever be paid.” No, I’m not talking about frustrated vendor Sammy Kioko who accuses Machakos County of not having paid him for services rendered two years ago. Nor the hundreds of suppliers nursing similar wounds from the beast called pending bills. This story is
“We want your software (or training or whatever it is you are selling).” No, it’s not the software or training they want to spend money on. It’s performance and productivity they want to improve. In understanding customer needs in sales, “We want your software” represents the surface need, while enhancing productivity by reducing drop-off rates
#basicneedsofcustomers, #customerneedsinsalesquestionsandanswers, #importanceofcustomerneedsinsales, #maincustomerneedsinsales, #thethreetypesofcustomerneeds
Customer experience accosts all the 5 senses. Actually, that’s what customer experience is. Customer sense experience – how all the customer senses perceive interaction with you. So yes, it matters how you look. And no, the customer should not limit herself to judging the transaction at hand. She can’t; she’s human. Indeed, if you sell,
#Customerexperiencebenefits, #Customerexperiencebestpractice, #Customerexperiencehowtoimprove, #Customerexperiencekeyelements