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
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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,
Aligning (instead of conflicting) your objectives to that of the buyer, will more likely progress the sale to fruition, faster. What’s the objective of a client meeting? The average seller will dismissively say, “Duh! To make a sale, of course.” The same question to the buyer will yield this sombre response: “To get information”. Conflicting
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Buyers are busier than ever; buzzing here and buzzing there to meet deadlines; submit reports; and catch up on WhatsApp, TikTok, Instagram and Facebook. Therefore, “I just called to see how things are” is a misplaced (and irritating) disruption. Graduate from courtesy calls to business calls. You must have missed the funeral. And not just
How Internet has affected selling, How to be a Trusted Business Adviser, How to Follow-up without being intrusive or a bother, How to Increase points of contact, How to remain top of mind with the buyer, Keeping in touch with the client
Kama kawaida, sio? (The usual,huh?), says the waiter. You nod. And he proceeds to present your order just right. It could be two bottles of beer: one very warm, another freezing cold; or tea, with one and a third teaspoons of sugar. That’s how you buy-and he knows it. And you feel good about this;
There are several reasons for a prospect to show interest in your product.Whatever his reasons, they are a shield protecting him from your emotionally driven onslaught, while still allowing him to use you to get information for free.So, keep your emotions in check. Sales happen on the emotional – not logical – platform, yet both