“Research and explore to get close to the need with the focus of a rifle than hope for the best with the pellets from a shotgun” The umbrellas are on sale in the streets. With the chronic blackouts lately, lanterns and emergency lights are too. Hawkers seem to always have just what you need. And
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It is the consummate seller who is able to resist the urge to volunteer (unnecessary) details of what the product can do, and stick to selling to different segments in an organization. A business to business sale many times requires the presentation to be done across different cadre before it is consummated. Few sellers do
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Trapped between charity and commerce, charitable organizations strive to embrace a quasi-commercial outlook. Therefore, it is imperative for their salespeople to morph at a faster rate. Now, it’s the USAID funding freeze, then it was the credit crunch. Maybe this time charitable organizations will pay attention. When the dire credit crunch happened in the West
To thrive, sellers must take debt collection in stride. Or would they rather Finance does? If the ultimate objective of sales is to generate income, then debt collection is in itself a salesman. A reader friend of mine told me of an interesting experience he had a few years back. When he joined this firm
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How do you get to speak in the language that connects with the buyer? By asking, “So?”. The core problem: inward-looking sales training Most in-house sales training busy themselves with product knowledge. So, if I’m selling waste-water treatment equipment, my in-house training will focus on the types of plants we have, their specifications, what they
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As long as access to information is lopsided to the seller’s advantage, buyer-beware will still trump. With information access being equal, seller-beware comes to the fore. The terrorist attack in Garissa (and much later Gen Z protests) was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers
#AccessIsNotAdvantage, #AcknowledgeAndGuide, #DigitalBuyer, #EndOfTheInformationGambit, #FromPreserveToParticipation, #GoogleAsFirstOpinion, #SellingIsConnecting, #TrustOverTerritory
One of the challenges many salespeople face is the inability to think like a businessman. This happens because their buyers are businessmen and they are employees. One of the challenges many salespeople face is the inability to think like a businessman. In most instances they get by without having to, but in some they struggle when
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Today’s article is the 101st and marks this column’s 2nd anniversary. As with any milestone, reflection is advisable. Only editorial space limits the depth to which we can reflect and so we’ll look at twelve ways in which we can connect with the buyer. After all connection is the underlying theme of Sales Pitch. 1.
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Avoid using the word ‘convenient’ when selling. Leave it to marketing. Let it come from the buyer. Strive instead to get the buyer to vividly visualize how your product solves his problem. The word ‘convenient’ when selling is anything but. Using the word ‘convenient’ when selling could be losing you sales. First, the definition, which
The natural reaction to pain is to avoid it and the average seller does this in an attempt to be nice. Progressive sellers on the other hand have no qualms stretching the buyer’s pain In the counter terrorism hit series 24, protagonist Jack Bauer uses pain to acquire information. When a villain has a wound,