Confidence in sales is not loud. It is the ability to say: “This may not be for you.” And mean it. ‘This is not for you’ is a powerful statement that serves several purposes. It keeps you going in...
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Does your customer believe you? If your customer is struggling to understand you, he doesn’t believe you. Take the ODM party and its case of muddled messaging over joining the broad (Mercy Tarus calls it, fraud) based government. Have...
“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...
How can procurement officials sell, not buy? How can they improve their negotiation skills? By learning how to sell Officials in the procurement function repeatedly engage in the selling process, with suppliers. But, they refrain from admitting that they...
If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in...
Say only what is necessary to close. Imagine having to wait until the girl knows everything about you before trying to kiss her. Likely, there’ll be no girl to kiss by then. How do you successfully close a sale?...
Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a...
You were lied to. The 7Ps of marketing, for which product and price are a part of, aren’t. They are also the 7Ps of finance, of administration of human resources, of ICT, of operations, and even, of sales. They...