Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Perhaps the only active sales in January are back to school, transportation back to the city and the crooked traffic cop hoping to find your car insurance expired. Most of the other sellers are ‘recharging their batteries’ from December’s ‘shut
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Today is the last day of 2015.Let us look at the valuable lessons in sales we’ve shared across the year. As is tradition, and in keeping with the New Year cheer, herewith highlights of the Sales Pitch year. 2015 promises to be the year you want it to be, this column assured us in January.
Creative ways of saying Happy New Year, Selling at the beginning of a New Year
Attitude, Buyer behaviour, Communication breakdown, Features vs Benefits, Prospecting
Christmas is here. It’s not only the season to be jolly, it’s also the reason to be jolly. It’s the season for buyers to be jolly and the reason for sellers to be jolly. Yes. We lost the Christmas spiritual plot years ago. I think this is possibly the reason why Christmas has different meaning
Information is no longer a single lane, from seller to buyer. It is now a dual carriage way and the buyer’s side has eight lanes (and growing) while the seller’s is still one. Make it a marriage not a fling. “Make a customer not a sale”. I stumbled upon this quote and found that the
Digital Disruption and Selling, Educate a Buyer to a Sale, Quotes on Sales, The death of the Travel Agent
“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
It is the consummate seller who is able to resist the urge to volunteer (unnecessary) details of what the product can do. A business to business sale many times requires the presentation to be done across different cadre before it is consummated. Few sellers do this. Many, for lack of trying; others for lack of
How to sell to the C-Suite, Professionals and Lay employeees, Targeting my presentation, Tweaking presentation to different cadre
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 was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers prefer other ways of consuming news.
Garissa Terrorist Attack, How the Internet has disrupted selling, Selling In The Internet Information Age, Terrorism in Kenya, To Sell Is Human
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,
Buyers are busier than ever; buzzing here and buzzing there to meet deadlines; submit reports; and catch up on WhatsApp, Instagram and Facebook. Therefore, “I just called to see how things are” is a misplaced (and irritating) disruption. Graduate from courtesy calls to business calls. You must have missed the funeral. And not just that,
How Internet has affected selling, How to be a Trusted Business Adviser, How to Follow-up without being intrusive or a bother, How to Increase points of contact, How to remain top of mind with the buyer, Keeping in touch with the client
There are several reasons for a prospect to show interest in your product.Whatever his reasons, they are a shield protecting him from your emotionally driven onslaught, while still allowing him to use you to get information for free.So, keep your emotions in check. Sales happen on the emotional – not logical – platform, yet both