To being with, what does conversion mean in product/service sales? Just because the buyer’s (prospect’s) jaw dropped, floored by the magnificence of your novel product or service or demo does not mean they will automatically buy. No. They must still be sold to. Conversion involves product attraction PLUS customer engagement. Next, this revelation is cause
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Customers want to buy, not to be sold to
This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect continually, you die. Prospecting is the never-ending search for potential buyers for your product. When you prospect, you ensure you are selling to the right person. But it first
How important is it to build trust in selling? Changing hastily made commitments raises eyebrows, and breaks trust. Understand the scope of work before pricing it. The more if you are In the B2B (Business-to-Business) industry, where tip-of-the iceberg symptoms are verbalized as the iceberg problem by the potential buyer (prospect). Take the institution (a
How can procurement officials sell, not buy? How can they improve their negotiation skills? By learning how to sell Officials in the procurement function repeatedly engage in the selling process, with suppliers. But, they refrain from admitting that they are selling-preferring instead to call it negotiation. In my view, they can keep the procurement label,
Rainmakers know only the calendar changed, targets didn’t. “Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff. Only the calendar has changed. The spouse, the job, the targets remain the same.” And
Your guess is a s good as mine as to what the BBI referendum and 2022 election campaigns will mean for selling. 2021 is a gambling year 21 is considered a lucky number by gamblers. Aptly so given the unique selling environment 2021 presents. Why? First, we are coming from a spiralling 2020, so 2021
It’s been an unprecedented year. Still, there are sales lessons from 2020. It started off on a high note with 2020 being pronounced with an American accent; as you’ve likely just silently done. 2020 looked so bright we’d need to don ‘shades’ (dark glasses) a wit advised. Then just hours before unlucky day Friday 13th
Do you suppose a pharmaceutical giant can wantonly release a deadly virus just to trigger sales of their vaccine? One of my 6 lessons from ‘Corona’. Here are three of 6 lessons from ‘Corona’ that I gleaned this year. I’ll share the other three next Thursday. Lesson 1: “Corona ilikuja tuache maringo” I stole this
You wouldn’t be Kenyan enough if you did not fight tooth and nail through December. What now with the new school calendar? Will Kenyans’ incomprehensible December spending (I mean, buying) spree, be different this time? Will the change in the school calendar affect spending? Actually, I’m not so sure about spending being affected by the