It is a debilitating fallacy to believe that decision makers in an organization understand and are concerned about how the spinning of their cog, affects the movement of the organizational wheel. They don’t. There is reason why a business-to-business (B2B) sale is also called a complex sale. The Business Daily you buy from the newspaper
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Grow your sales muscle and remember the buyer has a problem he wants to resolve with the purchase. With this knowledge, try this… If you acquiesce to every request for a discount, your sales muscle gradually atrophies. You never grow as a sales person; you grow as a price warrior. You score an A for
It doesn’t make you less of an engineer because the client asked to see an engineer, yet you are one; it makes you more of a salesperson when you oblige. But I’m an engineer, not a salesperson you indignantly respond. Yes. But, remember you are selling So what! So what if the buyer tells you,
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
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. What you should focus on is how to overcome rejection. Sales is filled with rejection – so it’s critical to develop a healthy attitude to it. Easier said than done,
“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