Sell internally and externally, otherwise you will soon be piping these common lamentations by salespeople. “I was let down by back-office?”, “ Whose job is it?” “Why me?” As a salesperson, where does your job end? Is it after you have delivered the cheque (sold externally)? Is customer service your work? More importantly, is back-office
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Examples of cross selling Have you witnessed or experienced any of these examples in cross selling that show it’s importance? While fueling, a petrol attendant invites you to buy a higher grade fuel; as you await the meal you’ve just ordered, the waiter asks you what drink you would like to have; in traffic, a
“We’re done now,” to quote Big Shaq of the famed ‘Man’s not hot’ hit song. We’re done now with elections and the tension therefrom. But we’re not done with learning from the happenings. Here’s the last lesson; one from the Supreme Court proceedings on how jargon is opaque, a barrier to communication, and how best
Sales is competitive. As with any competition, there are winners and losers. The just concluded election, for instance, had a whopping 16,000 contestants, yet the vacancies were less than 10% of that. Selling is no different. And with competition, inevitably, conflict arises. One such is, “He stole my client” (sic). Given the labour that goes
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The petition was lodged on Monday. The loser in the just concluded Kenyan Presidential elections went to the Supreme Court seeking a nullification of the results. Will the Court rule in his favour? We shall know in 12 days or so. Irrespective though, political analysts and intellectuals are offering insights into how, against all odds,
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Even die-hard “We will never buy from you” customers or prospective customers (prospects) can be turned. This is what sales or service recovery plan means, and what Presidential aspirant William Ruto has demonstrated with this year’s election results. I mean, who would have imagined him getting any electoral affection in Mt. Kenya region? Only two
Prep the user to sell for you to the decision maker by anticipating the latter’s objections. There are different members of the buying centre of an organization and it is not a given that you will immediately sell to the right one. This is because the right one could be plural-in fact in B2B selling,
Always have a next steps step in B2B selling. The best B2B sales process or selling strategy is one that is deliberate with an activity to keep the sale going. Besides ensuring continuity of the sale, it shows the seller’s stamina for the long haul post sale. B2B sales process description First off, a working
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Sales’ coaching separates stellar sales managers from average ones. Sales management is not everyone’s cuppa tea and effective sales managers are few. These few know that sales coaching importance cannot be gainsaid The meaning of sales coaching Sales coaching can be defined as a continual formal one-on-one engagement by the sales manager with his team
When you open the B2B sales call with insight about the potential buyer (prospect) you heighten engagement from the get-go. And the more engaged he is, the easier the sales call becomes. And you want that, don’t you? How you open and close the sale matters. Opening the sale means the first words you utter
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