Employees are not hugely motivated by their employer’s reasons for change. Leadership must therefore learn how to win the hearts and minds of their staff, i.e. sell to them How to sell change in an organization The greatest stumbling block to transforming an organization’s culture is this: first, it’s not seen as a sale which
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Make the sale about the buyer, not you. It’s never about you anyway.... Once the buyer feels understood, proceed to show him why what he wants is not feasible
Why did we buy Jadudi’s sale? For those coming in late, Emmanuel Jadudi is a 3rd year University student who appealed for funds to remove a recurring cancerous brain tumor. He sent his appeal via Instagram to (Saturday Nation) columnist Jackson Biko, who in turn, via his award winning blog, reached out to Kenyans who
Alan Barnes, award wining blog, Biko, Crowd funding, Gerry Loughran, Goliath, Jadudi, Katie Cutler, Marketing, MPesa, Red Cross, Safaricom, Westgate
Don’t be took quick to take the bait. Await the revelation not the situation. The latching-on-to-bait approach limits the seller and irritates the buyer. The sale is impeded because the connection is broken. There was a time when sellers were encouraged to listen keenly to a buyer with the sole intention of listening for a
“Price is objective; value is subjective. Success in selling lays in marrying the two” “How much?” Crunch time in selling and sheer agony for many sellers. Is there a perfect way to deal with this objection? Unless you’re the sole vendor of the must have product (electricity, KPLC, for instance), no there isn’t. Price can
“How can I get out of my comfort zone in sales?” Enlarge your vision. If your mind can’t handle the figure, your pocket most certainly won’t A one million shilling sale. Does that intimidate you? What about 10 million shillings in sales? Maybe 100million shillings? Intimidated yet? Are you getting out of your comfort zone?
“Build bridges instead of walls. Bridges rhyme with the fluidity of human interaction; walls, don’t” Unfortunately, in the process of human interaction (selling),we build walls instead of bridges. Sometimes because we are human; sometimes because we are inexperienced and, sometimes, though regrettably, because we are indifferent. This article is not for the indifferent; depleting sales
Your attitude will determine one of two results You are not stuck with your attitude. It’s not a tree. It’s a choice you make. Take action against a negative attitude. Snap out of it. Or it WILL kill you. Your attitude will either empower you or poison you. This is true in life as it
“Getting in early with the customer means being proactive, not reactive; generous, not selfish; relational, not transactional. It also propels your career and usefulness.” I’m told that by 4.30am you will find owners of business on the road with traffic nowhere in their sights, nor thoughts. By 5.30 am, MDs have driven to work, traffic
Fighting to be in a scoring position will mean letting go of sales sometimes. Which is fine if that was the only way to assist the buyer get what he needs. “Always fight to be in a scoring position.” So, a Director of Business Development reader friend of mine used to tell the players of