If you don’t get it, it’s OK to say so. If you don’t know, it’s OK to admit it. “Kuuliza si ujinga,” the Kiswahili proverb advises. Directly translated: “Asking is not stupidity”. Admitting you do not know does not imply you’re stupid. To the contrary, it demonstrates humility, and invites teaching. And humility is the
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How do you sell in times of uncertainty? How can you increase sales in 2022? There are many things you can do to thrive in your selling this year, but none of them will go far if you do not do this one thing-show empathy. There is hope in the air locally and globally. Deaths
Insist on face-to-face sales meeting. At the meeting, dialogue, listen, take notes. Get to the nub of the issue. Then consensually agree on way forward. After all, even in a pandemic, we are still social creatures. This piece of advice should be Holy Grail for two sellers. The business to business (B2B) one for whom
Your listening is guaranteed to fail you. Use pen and paper to take sales call notes. But, if typing on a phone is how you roll, roll on brother. Take notes during sales calls. If the doctor turned the document he was writing on towards you, would you decipher the content? Well, first you’d do
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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
This way, he has you top on his mind which incidentally, he doesn’t. His focus is on his job, not yours. Time management is a huge challenge for most sellers. Interestingly, they doesn’t see it that way but instead lament that, “I have too much to do.” And it’s easy to see why. Most sellers
Assurance. A singular word that means a plural of emotions. And, retained, or new, sales. Assure buyers by addressing needs, not wants. Assurance is a positive declaration intended to give confidence; a promise. Assurance is what a customer who is going through uncertainty needs- not what he says he wants. Confused? Hang on. You have