An account-winning pitch takes time to bake. And sales pitch practice is what gets it there. As with every new skill, even the seasoned salesperson will struggle with a pitch – for a similar product or service he must...
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No buyer is concerned with your product or service – yes, you too have one you are selling. Your buyers – yes, you have those too – are only interested in what your service or product can do for...
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...
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...
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...
“Successful selling is a process. It is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing.” “You’ve changed.” These words are the ultimate validation for the salesperson...
What does it take to write a weekly blog for years? The same thing it takes to thrive in sales: patience, discipline, persistence, and a willingness to face rejection. Writing and selling are remarkably similar. This article is the...
Selling is not tricking—it’s helping. It’s selling with integrity. Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. “Your tricks work” I’m sad. I’m sad because I have been misunderstood. You see,...
Dear Student, You’ve been sold a bill of goods. You’ve been deceived.Your grade does not define you. Yes, I know, your teachers, parents, relatives and all those grown-ups you look up to may have told you otherwise, and I...
“Selling against the grain requires a kind of stoic discipline that most people never develop. It means swimming against the tide when everyone else is going with the flow. It means planning when others are winging it. It means...