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
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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
“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,
Buyers are busier than ever; buzzing here and buzzing there to meet deadlines; submit reports; and catch up on WhatsApp, TikTok, 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
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