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 you noticed how hard-pressed the ODM party is, to explain themselves? “Are you still in the
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“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 enthusiasm and innocence, and yet internally conflicted she whispers to the shopper, “Are you OK with
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 are selling-preferring instead to call it negotiation. In my view, they can keep the procurement label,
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 reference to repeating the lessons learnt to habit status. Her “iterate” hit the nail much more
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? Say just enough to close.Limit your pitch to what is necessary to close. This advice tends
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 higher torque than ours”. Or, “Competitor K’s service is priced lower than ours.” Or, “Competitor L
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 are the 7Ps of business. As a reminder they are product, price, place (distribution), promotion (marketing),
questions to ask prospects, Tricks in negotiating
Believing in Product/Service, Negotiations, Pitching/Presenting