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
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It doesnât 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 Iâm 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 itâs critical to develop a healthy attitude to it. Easier said than done,
âIf 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 competitorâs product. The failure to do so will cost you sales. You will be stumped when thrown a curve ball. âBut, (your competitor)
Objections are the archenemy of the average seller. The inability to handle objections is debilitating to the sales process. Iâll wager that easily over half of your pregnant sales abort because of this handicap âIâve never heard of youâ, the prospective buyer says. âHow do I give you my money to invest for me?â 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. Youâve watched it in
If itâs impossible for you to fathom, itâs difficult for you to accept or say it. Juma had practiced the response countless times. He now had it down to a T. âWhen they ask me how much I want to be paid, Iâll say 30,000shs. That is a reasonable increment from the 24,000shs Iâm earning
Banks struggle to compete because, unlike fintechs and BigTech, humility, adaptability and transparency are vague values for the profit-raking banks âThe 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