Customers want to buy, not to be sold to
Continue readingClosing
3 reasons why invest time in converting leads
Continually get leads and invest time in converting them, This significantly lowers the prospecting burden, increasing your closing ratio. To begin with, when you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons…
Continue readingSellers should understand the buying process
Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented. So? Not understanding this difference may ruin relationships and delay completing the sale (closing). Here are…
Continue readingMake this 2020’s game changing resolution
Say just enough to close the sale. If the decision makers are ready to make a commitment, let them commit! Get out of their way. Make this your sales new year resolution. You can thank me later. When a girl says, “Would you like to kiss me?” it’s not a question. It’s an invitation for…
Continue readingWhat’s different in your sales activity in 2020?
“It’s the little things that citizens do that make a difference. Planting is my little thing.” The late Professor Wangari Maathai New year, new things. What’s your new thing this year? You see, 2020 promises to be the precisely what you want it to be. So what do you want it to be? What new…
Continue readingInstigate closing the sale for it to happen
Very few girls will say, “Kiss me now”, making it necessary for the boy to instigate the kiss. Closing is a verb, not a noun; an action, not a thing. It’s a process, not a result. This revelation should dampen the fear closing is associated with, emboldening the seller to instigate it instead. Closing is the…
Continue readingDecember is the month for closing, not selling
December is not the time to say, “Is a meeting next week on Thursday at 10am a good time to meet, or is Friday same time better? I’d like to present our product?” If the latter is your lingo, you have 2019 to amend that. December not only closes the year but ‘hanging’ sales too….
Continue readingThink for the buyer and avoid the dreaded “Let me think about it.”
Usually, this requires that you understand his circumstance because it is the lens through which he is looking at the problem. Think for the buyer to accelerate the sale. Leave nothing for his imagination Spell out how you see the sale going through from his point of view. And do this without disrupting his circumstances,…
Continue readingThe power of words in nailing clean sales
When a woman says, “We should…” almost always she means, “You should…” So, when selling…. Most likely that salesperson you admire, keeps taking the cake because of her choice of words when selling. Appropriate word usage is indispensable to successful selling. This has got nothing to do with being an accomplished linguist. Far from it….
Continue readingWhen, and when not to, give options when selling
Options offer the buyer a sense of control. “I’m the one making the decision,” she feels. “Would you like to sign with the blue pen or the black one?” This is a technique in closing. It’s an example of what is called an alternative close. When you stop to think about it, does it really…
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