“Wow! That’s less than half price? That’s a very good deal. Especially in this economy. I’ll take 4 packets. Yes, I love biscuits that much,” the shopper confesses to the saleslady (merchandiser) at the supermarket. Taken in by his enthusiasm and innocence, and yet internally conflicted she whispers to the shopper, “Are you OK with
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In the dynamic realm of business, possessing a highly skilled sales team is of paramount importance. However, mastering sales techniques is just the tip of the iceberg. Having business acumen, that is, an understanding of the broader business landscape, economic trends, and market intricacies, sets exceptional salespeople apart. Simply put business acumen is business sense;
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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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,
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
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.
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,
If you are a salesman reading this, are you busy or are you buzzing? Are you busy with sales activities or buzzing with sales accomplishments? Being busy is good, but you are paid for buzzing; activity may keep you going but it’s accomplishment that moves you forward. So, sales activity vs accomplishment. Let’s look at
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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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.