The tool of communication that the buyer uses to ‘play hard to get’ is called an objection. …The good news is that there is a finite number of challenging objections; they rarely get to ten. Effective sales managers compile appropriate responses for each into a live document and continually have their teams practice them “I
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It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Communication is a complicated thing. Even when you correctly hear what the other person said, it may not be what they meant. When a customer asks for a drill, the obvious
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant All logic will go out the window this Valentine’s Day. A stem of rose that usually sells for 10 shillings and carries over to the next day unsold, will sell for ten times more and run out
“If you had read the invitation properly, you…” or “if you were listening to what I was saying, you…” and embarrassing the buyer by insisting you were right, are all signs of impatience. You may win the battle but you will lose the war Patience pays. Successful businessmen and salespeople know this. Mediocre salespeople are
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 shopping, fare paying passengers travelling back to the city, and the crooked traffic cop hoping to find your car insurance expired. Most other sellers are experiencing January blues -‘recharging
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