Anybody can ask a question. But to thrive in selling requires one to ask insightful questions. Insightful questions don’t merely yield knowledge – they shed revelation by eliciting a protracted response. The importance of asking insightful questions in selling...
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Customers don’t know what they want. It is a sad truth, rarely verbalized. So treat customers like patients. Help treat their pain through insightful questions, thought through before the meeting Customers are like patients. Sell to them like a...
When you have a customer ‘cornered’, instead of thumping your chest for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong, he’s still right. I learnt from a security expert that riot police have...
Driven more by esteem than need, buyers want all the trending bells and whistles in a product. And yet, will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average...
In 2016, Leicester City won the English Premier League at 5,000-to-1 odds. Meaning if you had bet KShs. 200,000, you’d have made a billion. It was the greatest long shot in sports betting history. And what would the lucky...
Words are the most powerful tool we use when selling. It is imperative that we deploy them wisely. Especially, avoid but in sales Communication is the most powerful tool a salesman has. A successful sale is more a factor...
Communication is one of the most complex, yet indispensable tools we use daily. It is made even more complex when the language of, er, communication is English. To declare competence in communication means that you have the ability to...
To succeed, you learn to sell through leading, not lead through selling. The sales leader transition is not peaceful—it’s painful. It is also rewarding. Transitioning from salesperson to sales leader is not peaceful- it’s painful. Many salespeople struggle with...
When the client request goes against the company’s processes and policies, the average salesperson, sadly, acquiesces to fate. He loses the sale, reasoning, “It’s against procedure.” Processes and policy are guidelines not deadlines. They are there to protect—not suffocate—the...
Your sales reputation is more important than the reputation of the organization you represent. It is why customers still call you for assistance long after you leave.. To help us understand this better, let’s look at three scenarios. The...