To the lay person, the trick is to reverse the pitch starting with value then benefit, and unless the feature is easily understood, ignoring it completely. The eyes you are reading this through have an ancillary body and muscle, anterior chamber filled with aqueous humour, cornea, vitreous body, macula, iris and retina. Unless you are
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Rejection is part of human interaction; even you do it. Sometimes intentionally, sometimes inadvertently. It happens within selling and even outside. Rejection is here to stay. Sales is filled with rejection – so it’s critical to develop a healthy attitude to it. Easier said than done, you say? I agree. Rejection stings; rejection is painful.
“If youknowtheenemyandknowyourself, you need not fear the result of a hundred battles.” (The Art of War) It is not enough to know your product. To sell successfully you must also know your competitor’s product. The failure to do so will cost you sales. You will be stumped when thrown a curve ball. “But, (your competitor)
Objections are the archenemy of the average seller. The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The
The average seller harps on the benefit of the two-door lift; the progressive one first vividly spells out to the buyer what not having the two-door lift means. Before sharing the benefits of your product, first spell out what the lack of its benefits means to the buyer. Let me illustrate. You’ve watched it in
If it’s impossible for you to fathom, it’s difficult for you to accept or say it. Juma had practiced the response countless times. He now had it down to a T. “When they ask me how much I want to be paid, I’ll say 30,000shs. That is a reasonable increment from the 24,000shs I’m earning
Banks struggle to compete because, unlike fintechs and BigTech, humility, adaptability and transparency are vague values for the profit-raking banks “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the
The challenge for banks is not what they have but who they are. Challenger banks are natives in the digital world, but banks are migrants Could banks be going about digitization like a 40-something year old does a smartphone? He believes the smartphone makes him digitized but it only makes him digital. Digital is an
Doing so makes you an order taker; you are little more than a shopkeeper waiting for the buyer to say, “I want a loaf of bread,” for you to jump into action. If you acquiesce to discounts based solely on your salespeople’s feedback, then you and your sales people have a problem; you, a business
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