Today you are at the peak of your desire to see through your 2015 resolutions. And 2015 promises to be exactly what you plan it to be. For many, this means that having reached the peak, the only way is down, and January will end with the intense desire dissipated. Many, but not you, the
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Spain’s poor performance in the World Cup taught us one thing about sales: being number one is easy; staying there, not so. Product superiority is not sales superiority. Selling is an art (emotion); a demo is a science (logic)-the demo alone may trigger the interest but won’t seal the deal. Variety spices life; too much
Interestingly, the customer does not buy because they have learnt something new. No. They buy because the seller who educates them inspires them with confidence because he comes out as an authority on the subject. Educate buyers for easy selling “Shaving your hair like that will make your scalp itch unbearably. Hair looks the same
“If only con men (people who promise beyond ability) were ethical in their selling, they would be runaway successes” It caught the attention of the Head of State and is still trending. The expose of self proclaimed Dr. Prophet Victor Kanyari as a charlatan. In the midst of all the condemnation, pause to reflect. What
Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect. Your product has limitations; it is not a panacea to all the client’s needs. This is a pill most salespeople struggle to swallow. It does not help matters when selling is seen as
When selling luxury items, with understanding in hand, and getting out of your own way, intimidation by such opulence is lessened. “A pair of shoes for Kes. 280,000. That’s a bargain for Kenya’s billionaire club.” So screamed the Daily Nation story. The story went on to report, “…that an elite group of only 25,000 people
Don’t over think it. At the end of the day, selling is a basic human interaction. Learn from social interactions. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a paralysis. And what the mind cannot handle the
Avoid communication breakdown. “The single biggest problem in communication is the illusion that it has taken place. (George Bernard Shaw) Generally, in life, this predicament is the cause of many arguments; specifically, in selling, it is the cause of many lost sales. One of the exercises we do is my sessions has all the delegates
As the progressive salesperson you are, where knowing your competition is concerned, you cannot afford to be flying blind. Have facts about rivals. In a session I had a while back, I was disturbed at how little the delegates knew of their competition. Their average sales experience was two years and yet they struggled to
Sell the experience. I mean, what brings you more compelling memories? The five star hotel you stayed in or the treatment you got while there? The house you grew up in or the playful noises (or painful abuses) in it? The Caterpillar hiking boots, or the tiring yet exhilarating Mt Kenya hike? I’m willing to