To some it’s euphoric. To most it’s traumatic. That fleeting, tension-filled moment, when the first kiss is imminent. Euphoria is when the man senses and immediately acts on that moment; tragedy is when the man senses it but freezes in place. In the former, the lady is excited that the man took the cue. In
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Close faster. Limit the options. The fewer the choices, the easier it is for a customer to make a decision. Too many choices confuse customers. “When you go to the market to buy two apples, why do you get disappointed when you find only two remaining?”, the advert used to ask, and then would give us
Product superiority is about managing perceptions through sales superiority. And perception, being amorphous, changes with time. “The salesperson who has the superior product has an easier time selling.” True or false? I get asked. It’s not as simplistic as that, I say. Think through this with me. News is news, yet the Daily Nation has
Branding is creating perception, People buy perceptions not products, Product Superiority is a Perception
Education is for Empowerment, Never Examination. Get rid of the ‘diploma disease’ Get rid of ‘diploma disease’ as you pursue further education. One of the challenges of the current education system is that it is perceived as meant for employment and is finite. Most people go to school to get a certificate that will hopefully
Listen! Did you hear that? No? LISTEN! Do you hear it? If you haven’t paused to these instructions you are in good company-the company that hears, but does not listen. And sales people are notorious for they do not listen to the customer. Besides sales, we also offer other customer/audience facing short courses and when
Active Listening, Generational Listening, HOw do I improve my listening, NLP Representational Systems in Selling, Steve Covey's Empathetic Listening
“I came hoping to get some relief of my ulcer but listening to him only stressed the ulcer the more.” This is because in his presentation, the doctor had used PowerPoint as a verbal crutch not a visual aid. Use PowerPoint as a Visual Aid If it’s been said once it’s been said a million
Appealing PowerPoint Slides, How do I answer the question tell us about yourself, How to correctly use PowerPoint, What does death by PowerPoint mean
Product knowledge is not enough. It needs to be sold. “Excuse me Sir; do you know the bank is giving away credit cards for free?” I’m sure that statement has stopped you short. Who offers credit for free?!…and that’s the point exactly. It caught your attention In a workshop I recently conducted, the true essence
To thrive the salesperson must make the discussion, not about the lowest level of Maslow’s hierarchy of needs in selling, but the levels above it. And the levels above it are all emotional. The progressive salesperson plays in this emotional space. The Chairman of a renowned multinational manufacturing concern once startled his staff when he
Marketing and product differention, Maslow's Hierarchy of needs and selling, Using emotions to sell, why we buy what we buy
Entrepreneurs are not salespeople. To begin with, have you ever noticed how casually dressed a top notch tailor is? Or how worn a cobbler’s shoes are? Or, how the best performing salesperson is rarely the best sales manager? Such is life and it is not for us to judge it but only to learn from
does multilevel marketing work?, mganga hajigangi, Why enterprenuers struggle to sell their own products
The typical pyramidal organizational structure does not favour the sales orientation many organizations say they want. So these organizations shoot themselves in the foot. We shall look at two scenarios, starting with the first today and the other next week. To begin with is the organization that chooses to have a specialized sales force. Everybody