Archive for Category: Buyer behaviour

Your sales recovery plan – lessons from election results

Even die-hard “We will never buy from you” customers or prospective customers (prospects) can be turned. This is what sales or service recovery plan means and what Presidential aspirant William Ruto has demonstrated with this year’s election results. I mean, who would have imagined him getting any electoral affection in Mt. Kenya region? Only two

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Change customer’s mood and his mind will follow

Change the customer’s mood, if it’s not receptive. If the customer is not in the right frame of mind for the meeting, switch gears and address this. Insisting on progressing with the pitch will likely backfire. If his mood won’t change, his mind won’t either. So change the customer’s mood and watch his mind follow.

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One of the biggest sales mistakes you should avoid

One of the biggest sales mistakes you can make is assume your problem is in closing the sale. This mistake could easily top a top 5 sales mistakes list. First, though, imagine, the restaurant manager in a hotel complaining, “We are not closing our walk-in guests. They come, sit down, but somehow after ordering they

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What strategies are involved in Sales Conversion?

To being with, what does conversion mean in product/service sales? Just because the buyer’s (prospect’s) jaw dropped, floored by the magnificence of your novel product or service or demo does not mean they will automatically buy. No. They must still be sold to. Conversion involves product attraction PLUS customer engagement. Next, this revelation is cause

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Build bridges by asking, “Why should they buy?”

“I want a salary increment because my personal expenses have increased.” Good luck with that. I mean, why should they buy? “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” That’s

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