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
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Tribe is not a bad thing; it’s just twisted to be so. When one is obviously struggling to speak in English or Kiswahili and, judging from their accent or name, you switch to speaking in one’s vernacular, an emotional bond is quickly formed. You Connect With The Customer “You are so anti-jargon,” a reader told
Company processes and procedure are intended to protect, not suffocate, the company. In their stead an acceptable form of assurance will see the sale through When the client request goes against the company’s processes and policies, the average salesperson, sadly, acquiesces to fate. He loses the sale, reasoning, “It’s against procedure.” Processes and policy are
Seeing as life gives us lemons in the name of incessant traffic, instead of complaining, why not break out the tequila and salt by constructively tapping into hawking? Hawking must be the most effective sales distribution system we have in Kenya, if not Africa. Yet, its full potential is yet to be tapped. If anything,
“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting remains the most important step in sales. All others cannot manifest if there’s no one to work them on.” So, forget closing the sale; just get the appointment. What is the most important skill in selling?
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
To some it’s euphoric. To most it’s traumatic. That fleeting, tension-filled moment, when the first kiss is imminent. Euphoria is when the man senses and immediately acts on that moment; tragedy is when the man senses it but freezes in place. In the former, the lady is excited that the man took the cue. In
Close faster. Limit the options. The fewer the choices, the easier it is for a customer to make a decision. Too many choices confuse customers. “When you go to the market to buy two apples, why do you get disappointed when you find only two remaining?”, the advert used to ask, and then would give us