It’s not easy ‘speaking in English’, especially for an expert (and every seller is one). And yet, the fact that your larger audience is almost always lay, the importance of doing so cannot be gainsaid. Obfuscation. Chicanery. Subterfuge. Experts say these are the ingredients of successful politics; flummoxing the audience to leave them nonplussed. Unfortunately,
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WhatsApp is a salesperson’s tool of trade; it clears any grey areas, and removes time wastage in, communication. How things change! Slightly less than two decades ago, email was considered ‘unofficial’. The hard copy (preferably posted letter-‘snail mail’) took precedence. Today, the plethora ways of instant messaging make email the new snail mail. Yet, for
She had been attracted to both phones but wants help in deciding why she should take one over the other, and the seller’s inability to demonstrate similarities and differences between the two is not helping. Flashback! Remember exam questions in school which would start with “compare and contrast…”? Well, we are back at the two:
How do I show the benefits of my product or service over the competition, How do I show the differences and similarities between my products?
Buyer behaviour, Communication breakdown, Pitching/Presenting
Style is also personality dependent. For instance, does the buyer interrupt a lot? And if so, it is your responsibility to remember where the conversation veered off. Adapt to the buyer. One more advantage of taking notes as he speaks. Selling is about as close a human interaction can come to, as a romantic relationship.
how do I make the customer give me priority, Is it ok to use social media to communicate with client, which is best way to communicate with client, Why are some customers so difficult to understand
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
Customers don’t know what they want. It is a sad truth, rarely verbalized. So treat customers like patients. Help treat their pain through insightful questions, thought through before the meeting Customers are like patients. Sell to them like a doctor. When you are feeling unwell and visit the doctor, the only thing you know is
Examples of White elephants in Kenya, Holiday Homes in Kenya, Should I self prescribe?, Side effects of Augmentin
When you have a customer ‘cornered’, instead of chest thumping for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong he’s still right. I learnt from a security expert, that riot police have several techniques at their disposal to disperse a riotous crowd. This was after one of the anti-IEBC
anti-IEBC protests by CORD, How to peacefully quell riots, Isaack Hassan response to protests, Teargas Monday
Attitude, Buyer behaviour, Communication breakdown, Education
Communication is one of the most complex, yet indispensable tool we use daily. It is made even more complex when the language of, er, communication is English. To declare competence in communication means that you have the ability to do something successfully. And because perfection doesn’t exist, competence therefore implies a perpetual work in progress.
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
“When I first heard about the cloud, I thought the information was held somewhere in the skies.” I was told this by the CEO of a thriving I.T solutions firm. If you know what ‘the cloud’ in computer terminology means, you must be laughing. Don’t! That’s how you lose sales. By assuming buyers know, and
How to eliminate jargon when selling, jargon, Relationships, Simplicity, Simplicity is the ultimate sophistication
Communication breakdown, Human Interaction, Relationship Building