Archive for Author: LMYE Writer

This first step in negotiation could earn you the sale

Open negotiations with a disarming statement. This way you diffuse tension from a tense situation. This first step in negotiation could earn you the sale. When dealing with a seller, buyers (and that includes you) by nature are guarded. And you can’t blame them. Over the decades the buyer-seller relationship has become fear, instead of

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How to unlock sales success by articulating your value proposition

Do your salespeople understand what they are selling? Are they able to articulate it? To articulate the value proposition. Or as business owner or sales manager you assume it’s obvious? Let me illustrate. I recently held a session with sales newbies. Their product is revolutionary but their customers are traditional. I’m talking about logistics here,

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Don’t just push, pull your way to closing with ease

Pushing vs pulling in sales. Should you be pulling instead of pushing? Especially if you are in B2B selling if you are pushing with little success, try pulling. “Push. Just push”, “You’re not pushing hard enough”, and such other variants of the same are the mantra in Sales. And, yes, pushing may still be getting

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To increase sales empower your customer facing staff

When you empower your customer facing staff you invariably increase sales, much as selling is not explicitly their docket. Let me share a story with lessons learnt from it, to illustrate this. With the new KRA TIMS Electronic Tax register in place, business owners are intent on exercising tax efficiency, that is, managing their taxes.

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Avoid showing desperation when selling. Here’s why

Are you reeking of desperation? Can the buyer smell desperation hanging in the air like the stench from your sweaty armpits? Well, this could be why you are losing sales. You’ve let how the desperate state of the economy is affecting you, consume you. In addition to increased inflation, if you are on a salary,

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Recruit and retain good sales people now. Here’s how.

Recruiting and retaining good sales people is no walk in the park. It’s a challenge that many organizations face, and it requires careful consideration and strategic planning to overcome. This may surprise many nascent business owners but is something seasoned ones learned the hard way. The budding ones naively imagine, “I’ll just focus on building,

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Skip the About Us slide from your presentation. Here’s why

If you don’t like presentations that start with About Us, then believe me when I tell you that buyers don’t like yours that start the same. It’s not a case of tit-for-tat. No. It’s because buyers are selfish. You will captivate and win them over, easier and faster when you align yourself to their selfishness.

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To master the art of negotiating, ask this one question

Why should they agree? This is question you must ask yourself, and adequately respond to, if you are to master the art of effective negotiating in Sales. Why should the buyer agree to buy what you are selling? Effective negotiating means unlocking success through skillful communication. In the dynamic world of sales, mastering the art

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Move your buyer from inertia to action. Here’s how.

His need to address the gap between where he is, and where he wants to be, is the only reason why the buyer is entertaining your pitch. Show him how you can move him from point A to B and you are home and dry. The sale is yours to win. Fail to do so,

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