Contrary to popular belief, buyers don’t know what they want. A bull fight is representative of a misguided seller- buyer relationship. The two lock horns, each digging into his heels, a relationship is broken and future sales lost. This usually occurs when the buyer is experiencing the product; sadly, at this point, the purchase has
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So profound is this that a client of mine who sells pesticides tells me that one of their products is more expensive and bulkier than the competitor’s and yet farmers prefer it “Mimi nilivotia Sonko, kwa vile Kidero ametusotesha sana. Na hope Sonko atatulipa mshahara on time kwa vile Kidero alikuwa anakaa sana bila kutulipa.”
Clayton Christensen, Githeri man Chiloba 2017 elections, Jobs to be done theory in selling, Why do customers buy?
Inflict buyer with his pain. There was an insurance agent who used to sell with a miniature coffin, which, as part of his sales pitch, he would point at and crudely tell the buyer, “When you are in here, your family will be suffering in poverty…” “Mtawapelekea nini?” the hawker asked, and we burst out
On the surface these look like genuine reasons to buy; but they are no different than being invited to buy a shirt because “it will cover your nakedness”. Why do buyers really buy your product or service? Chew on that; we’ll come back to it. In my classes, whenever I ask the question, “Why
There is no formula in selling. I was told this by an experienced salesperson who has sold in the financial sector for over a decade. Today he heads over 500 sales managers and sales people countrywide. In a way he was right and this is what I wish to explore today. Let’s consider the sales
The irony of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective
Selling to scientists, Selling to the C-Suite, Simplifying the B2B sale
Buyer behaviour, Objections, Organizational Culture, Pitching/Presenting
At the heart of every successful sale was a one-to-one interaction between buyer and seller. Dear salesperson, about the loan repayment schedule you have pasted on the notice boards of most government offices? That carefully printed table showing select amounts of loan with commensurate duration and repayment; complete with your name and cell phone number
She had been attracted to both phones but wants help in deciding why she should take one over the other, and the seller’s inability to demonstrate similarities and differences between the two is not helping. Flashback! Remember exam questions in school which would start with “compare and contrast…”? Well, we are back at the two:
How do I show the benefits of my product or service over the competition, How do I show the differences and similarities between my products?
Buyer behaviour, Communication breakdown, Pitching/Presenting
If you can’t beat them, join them. That’s why fares will hike. Prices will spike. Loyalty points will double. Penalties will surge. Salary advances will thrive. Christmas season is here. And purchasing logic isn’t. This festive season brings out the essence of the Kenyan buyer. Christmas period, just as with child delivery, is an emergency
You lose the sale when you don’t see things from the buyer’s perspective; not only are you not on the same page, you are reading different books. Help the buyer ‘see’ it. Paint a picture from his perspective. Simplify the sale. Take the fellow effortlessly selling water storage tanks. He does not stop at, “This