In government, as in sales, the art of persuasion often involves crafting a compelling narrative that resonates with your audience. Like telling Kenyans that unga (maize flour) prices will fall to 120shs per 2kg packet (from 230) in six months to March this year. This was to happen following the subsidizing of production (as opposed
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“It didn’t work when I tried it.” Of course, it didn’t. That doesn’t mean it doesn’t work or it’s bad. It just means it didn’t work for you. Sales people that use sales tips and techniques as crutches unwittingly reveal that they are handicapped. They are handicapped because they want, no, need, to externalise the
You will struggle to successfully run a sales team by remote. I’ll explain why shortly. But first, what do I mean by managing a sales team remotely? Well. Think of how effective, though detached, a remote control is from the TV, and the comfort it offers the user. Now then, there are sales managers and
Focus on the customer’s problem with agility, and not rigidity with what you’re selling, Interact with the buyer around his problem with an open mind, not your product, a closed one. Engage with the prospect on why he is entertaining your presence, because it’s not because you are entertaining. Like with a girl on a
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Here are three secrets of successful sales teams that business owners and entrepreneurs should know. The distribution curve rules First. Not all your salespeople are, or will even be, sales rock stars. Accept this. Move on. Like a bell curve you will always have a select few As, a bulk of Bs and Cs and
“Your ATM card does not have my name and account number on it,” the new customer complains. My other big bank does. “Here. You, see?” (He shows him) The sales person knows the truth. His bank does not have a printer to emboss the client details on it; truth is, being new in this retail
Did you know that many employees in the bank keep ties in their top drawer? It’s the first thing they put on when they arrive at work (tie-less), and the first thing they remove and put back in said drawer, when the bank doors close. Indeed, your dress is not your choice. Here’s why. “My
“Field gets the glory, support gets the job done.” I laughed when I heard this line, by a fellow in IT, in a movie I recently watched. “Field gets the glory, support gets the job done.” Hilarious as I found it, it’s a source of irritation and conflict in many businesses, and the cause of
“The price may be high, as you say, but what about the cost?” The buyer does a doubletake. Quickly recovering he retorts, “What do you mean, the cost? I’ve just told you the price is high!” The salesperson (mechanic) has been here before; he knows the buyer sees price and cost as the same, yet
Aligning personal values and corporate values earns you sales. Misaligned values loses you sales, and may cost the sales person his job. Here are 4 true stories that practically illustrate why you should align salesperson and company values. Case 1: The Preacher We had to part ways. Was he competent? Absolutely! In fact, he was
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