Learn the customer habits. The customers’ habits are not for the seller to judge but for him to work with. This starts by understanding them. January blues offer an opportune time to study the peculiar Kenyan customer and what some sellers have done to accommodate him and progress the sale. The media understands him so
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Don’t over think it. At the end of the day, selling is a basic human interaction. Learn from social interactions. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a paralysis. And what the mind cannot handle the
Sell the experience. I mean, what brings you more compelling memories? The five star hotel you stayed in or the treatment you got while there? The house you grew up in or the playful noises (or painful abuses) in it? The Caterpillar hiking boots, or the tiring yet exhilarating Mt Kenya hike? I’m willing to
In today’s world many business models are different from the traditional one and the definition of customer, needs discernment. Thus, importance of knowing your customer cannot be gainsaid. “Who is a customer?” Whenever I ask delegates in my sales training session that question, I almost always get one or both of these responses. “The customer
Close faster. Limit the options. The fewer the choices, the easier it is for a customer to make a decision. Too many choices confuse customers. “When you go to the market to buy two apples, why do you get disappointed when you find only two remaining?”, the advert used to ask, and then would give us
To thrive the salesperson must make the discussion, not about the lowest level of Maslow’s hierarchy of needs in selling, but the levels above it. And the levels above it are all emotional. The progressive salesperson plays in this emotional space. The Chairman of a renowned multinational manufacturing concern once startled his staff when he
Marketing and product differention, Maslow's Hierarchy of needs and selling, Using emotions to sell, why we buy what we buy
New Year new things they say. And for the progressive salesperson, New Year, new opportunity to learn from the goings-on this season. Because he knows sellers must be good advisors. This season some things will remain the same. From tomorrow, just like last year and all the years before it, like the exodus out of