Statistics are an amazing thing-they show you what you want them to. 2016 promises to be exactly the type of year you believe it will be! And the operative word here is believe. 2016 will have two kinds of sales people. Those that believe that 2016 will be bigger and better in spite of the
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Today is the last day of 2015.Let us look at the valuable lessons in sales we’ve shared across the year. As is tradition, and in keeping with the New Year cheer, herewith highlights of the Sales Pitch year. 2015 promises to be the year you want it to be, this column assured us in January.
Creative ways of saying Happy New Year, Selling at the beginning of a New Year
Attitude, Buyer behaviour, Communication breakdown, Features vs Benefits, Prospecting
Christmas is here. It’s not only the season to be jolly, it’s also the reason to be jolly. It’s the season for buyers to be jolly and the reason for sellers to be jolly. Yes. We lost the Christmas spiritual plot years ago. I think this is possibly the reason why Christmas has different meaning
“Displaying your intelligence to the buyer is displaying stupidity” Remain Dumb. Stupidity gets you places in selling. Yes, I know. You’ve been told that speaking intelligently and looking intelligent gets you places. True. And in this taking selfies, peer driven, Keeping Up With the Kardashians world, it will. But not in selling. To thrive in
In selling, practice doesn’t make perfect, it makes better. The sales ecosystem being imperfect is something to think about, not dwell upon Dear salesperson, constantly complaining that the system (process or product) is imperfect will only get you sounding like a dripping tap. Repeatedly lumping your entire dismal performance on “the inadequate system” may be
Risk-taking comes with the sales territory; it is inevitable if the seller is to grow The Pope is in town. The Catholic faithful are expected to bring Nairobi to a standstill; if not today, then surely tomorrow. The last time a religious event experienced this much hype was the beatification (first time I ever heard
If business unfolded in real life as it does on Excel, everyone would be a businessman…and if selling were the only skill necessary for the business to thrive, the salesperson would have it easy. What irony! Many employees shun sales, yet all who start their side hustle or outright business crave it. One would therefore
Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis; a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about his business. Well, breaking news: he doesn’t. It is because of this assumption that many sellers simply hit-and-run. They
Changing trends in sales, How the Digital Disruption has Affected Selling, How to Follow Up Without Irritating, How to Sell to CEOs, Selling to the C-Suite
Anyone interacting with a customer should borrow a leaf from what we commonly refer to as roadside sellers. Again and again I tend to see informal sellers (street vendors or road side sellers) thriving more in selling than formal ones. What is it that I see us learning from them? Stall owners Wealthy or poor,
Selling is giving a service. You want a plumber with some basic understanding of electrical work. We want elastic skills as employers but shun them as employees. Strange. Selling is giving a service and giving a service is selling. It is the perception that selling and service are mutually exclusive that is the bane of
Educate your buyers, Elastic Skills To Sell is Human, Information is no longer the trump card in sales
Attitude, Cross-selling, Education, Market Trends, Personal Growth