A goal crystallizes the purpose of the meeting; it focuses the seller to a specific thing and with this, he will most likely find himself customizing his presentation accordingly To make your client meetings productive, have a quantifiable goal. Office meetings are a common tool of business. Paradoxically, many attendees (even sales people in sales
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An effective close is the result of a process; it doesn’t happen by solely focusing on it (the result) without building the momentum to it. Effective closing statements and techniques come in handy. Phew! The fabled 91 days of January have officially come to a close. And closing is what I’d like to talk about
The hawker’s profiling may not be an exact science but neither is yours-you just have a higher chance of hitting the mark than he does. The profiling that goes on in traffic is just brutal. Watu wa gari kubwa wanauziwa property magazines n ish! Sisi wa magari madogo ni ndizi, jumper cables na alphabet charts.
Know your product intimately. However, the more intimate your product knowledge, the less you should share when selling. The knowledge is to be used on a need-to-know basis, to use espionage parlance. It doesn’t matter the type of gun you have so much as your ability to use it. This statement was made by a
Close Faster, Simplify the Sale. The buyer isn’t asking to get the nuts and bolts of the situation. All he needs is assurance and confidence. Assurance that the problem can be resolved and confidence that you can do it. Many times all the buyer wants to make a decision to buy is an appreciation of
It’s like the ego driven man who chest thumps himself to fellow men as to the plot of land he identified and bought, yet in truth, his wife is the one who gently and wisely nudged him in that direction. The power of subtle persuasion in selling is, unfortunately, underestimated. That you must be persistent
Prospecting is the cornerstone of successful selling. No, it is not closing. To close, there must first be a prospect…however, closing is the ultimate activity for making the sale. No, your sales job is not as overwhelming as you make it out to be. “What with doing reports, calling, replying to emails, prospecting, attending meetings,
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
Getting to “I have a guy” status is a long term game because people take time to trust you. Nonetheless, there is selfish reason why you should aim for it… “I have a guy…” These are words every salesperson should aspire to. They are words that position you as the go-to person. And they are
Death of a salesman, how do I make more closes, I have a guy, selling in the Internet Age
Attitude, Buyer behaviour, Closing, Relationship Building, Uncategorized
Buying means making a change in his circumstances, and the instinctive reaction to change is resistance. It is for this reason that buyers will generally raise objections. Almost always, assurance is what they want in response Chances are that, a lady you are interested in will give this or that excuse for not accepting your