“No one cares that the ‘peso was devalued’, or ‘the customer went bankrupt’, or, ‘a new competitor opened next door, or ‘the economy was lousy. You either made the sale or you didn’t. Even earthquakes don’t count.’” Dear Seller, Get cracking! The electioneering period is over. Triggered by the protracted political climate, the tension that
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It is very likely that if you do not take notes as the buyer speaks, you are a poor listener. Every salesperson should take notes in client meetings. The more if you are a Business to Business (B2B) seller. Here are three reasons why. You are a poor listener First, taking notes amplifies your listening.
If only we lived in a utopia (Sigh!)-selling would be so much easier, yes? If we lived in an ideal world, selling would be a pure science. In an ideal world, buyers would deliberately involve sellers in crafting spec for say, a tender, ahead of advertising it. That way, sellers would accurately resolve the buyer’s
You are more inclined to listen to the buyer who points out the benefits of having the shirt on; like, “It accentuates your chiseled torso or emphasizes your hip movement.” Stating the benefits of your product isn’t enough to accelerate the sale; to do so, you need to customize them to the respective buyer. The
Contrary to popular belief, buyers don’t know what they want. A bull fight is representative of a misguided seller- buyer relationship. The two lock horns, each digging into his heels, a relationship is broken and future sales lost. This usually occurs when the buyer is experiencing the product; sadly, at this point, the purchase has
Those in opposition strongholds are the ones who’ve sworn never to buy from you. Campaigns are in the air. Election Day draws nigh. Today, we buy what has been on sale for the better part of this year – promises of a better tomorrow. Yes, the election period is characteristic of a buyer (voter)-seller (politician)
Instead of telling your buyer that he’s wrong, help him come to a different conclusion of his own accord. What separates a stellar seller from an average one is the number and quality of responses they have to objections. Objections are statements made by buyers as a way to say, “I want to buy but
The hawker’s profiling may not be an exact science but neither is yours-you just have a higher chance of hitting the mark than he does. The profiling that goes on in traffic is just brutal. Watu wa gari kubwa wanauziwa property magazines n ish! Sisi wa magari madogo ni ndizi, jumper cables na alphabet charts.
The financial landscape fundamentally shifted with M-Pesa. Suddenly, we had options and wanted more. Banks were no longer in the charge of the selling environment. You are not much different… You are not in charge of the selling environment. Still, this does not exempt you from being in charge of the sale. Confused? Let’s illustrate
Know your product intimately. However, the more intimate your product knowledge, the less you should share when selling. The knowledge is to be used on a need-to-know basis, to use espionage parlance. It doesn’t matter the type of gun you have so much as your ability to use it. This statement was made by a