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 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 first. 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
#customeremotions, #emotionsincustomerservice, #influencingcustomerinteraction, #moodmarketing, #yourmoodoncustomer
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
#badsalesbehaviour, #biggest problem in sales, #habitsofsuccessfulsalesprofessionals, #Majorsalesmistakes, #Makingtoomanymistakes
The 21st C customer affects your selling in insidious ways. In fact, he just won’t tell you this, but he really doesn’t need you. Truth is, he doesn’t trust you. Let me explain. As the seller at the stall at Kenyatta Market went on and on about the virtues of the Kailas rucksack, the prospect
“Research and explore to get close to the need with the focus of a rifle than hope for the best with the pellets from a shotgun” The umbrellas are on sale in the streets. With the chronic blackouts lately, lanterns and emergency lights are too. Hawkers seem to always have just what you need. And
#buyerinsights, #customercraving, #explorenotassume, #hiddenneeds, #riflevsshotgun, #salesresearch, #SalesStrategy
As long as access to information is lopsided to the seller’s advantage, buyer-beware will still trump. With information access being equal, seller-beware comes to the fore. The terrorist attack in Garissa (and much later Gen Z protests) was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers
#AccessIsNotAdvantage, #AcknowledgeAndGuide, #DigitalBuyer, #EndOfTheInformationGambit, #FromPreserveToParticipation, #GoogleAsFirstOpinion, #SellingIsConnecting, #TrustOverTerritory
The natural reaction to pain is to avoid it and the average seller does this in an attempt to be nice. Progressive sellers on the other hand have no qualms stretching the buyer’s pain In the counter terrorism hit series 24, protagonist Jack Bauer uses pain to acquire information. When a villain has a wound,