Toxic customers come in many forms. This one punctuated every sentence with the f-word —along with its older profane siblings. Customer facing staff at the bank would cower the moment he walked into the branch. Each of his foreign exchange accounts were funded in the tens of thousands at any one time. This particular time,
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Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating enormous lifetime customer value. Think about that for a moment: if you are selling dog food,
#lifetimecustomervalue, #petindustry, #predictablerevenue, #referralmarketing, #relationshipselling, #repeatbusiness, #SalesStrategy
Relationship management in customer service begins with the realization that you need the customer more than he needs you —especially at the very moment it feels like you have the upper hand. I am not blind to the fact no-one wants to talk much about – that toxic customers exist. And this is not about
#BusinessTips, #CRM, #customerrelationshipmanagement, #CustomerService, #why treating customers with respect retains business, #WhyEmpathyBeatsEgo
You would rather lose the sale for lack of sales knowledge than product knowledge. This simple truth is at the heart of effective sales language. Product knowledge alone does not sell. True. This speaks to the inability of translating product features into customer benefits. Sales knowledge that is not informed by product knowledge runs the
#dontpoisonthewellwithbadsales, #honestselling, #productknowledgevssellingskills, #salesethics, #saleslanguage, #trustoversales, #whylosingasaleisbetterthanmisselling
Customers don’t reward effort. They reward clarity. Clarity in selling is King. You can work hard and still be irrelevant. Much like the student who, bereft of the answer, fills a foolscap with words hoping something sticks, or the teacher will be impressed (or confused) by the effort. As with the teacher, the buyer isn’t.
#askingforreferrals, #BuyersRewardClarity, #ClarityIsKing, #NoFog, #ObjectionHandling, #ProfessionalSelling, #SellingIsNotEffort, #valuebasedselling
If it doesn’t serve you, sacrifice it. Good Friday is one of those days that invites reflection, not celebration. It’s not about what was gained first — it’s about what was given up. It marks a moment of sacrifice, purpose, and singular focus that leads to transformation. For those willing to pause, it also creates
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
“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