The 21st C customer affects your selling in insidious ways. In fact, he just won’t tell you this, but he really doesn’t need you. Truth is, he doesn’t trust you. Let me explain. As the seller at the stall at Kenyatta Market went on and on about the virtues of the Kailas rucksack, the prospect
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“Even in Coronavirus uncertainty, If business unfolded In real life as it does on Microsoft Excel, then everyone would be in business.” Planning is a science. Implementation is an art. This was true ‘BC’ (Before Corona) and is truer in these times of uncertainty we are in. Unfortunately, most sellers interpret uncertainty to mean, “Why
Selling dos and don’ts in this pandemic. Only three months ago, online learning was all the rage. Now parents aren’t sure whether they want to continue with it, or wait for January Here are three selling activities sellers can salvage, or activate sales with, in this pandemic. Spell it out. The first of the selling
Deploy your passion to prospecting successfully online. Will it be easy? It’s your lifeline. Just start. Deploy your passion to prospect successfully online. To begin with, prospecting is the lifeline of successful selling so I’ve said, repeated, reiterated and will continue to evangelize. Prospecting is identifying the right person to sell to. Therefore, successful sellers
Listening and reading are wildly different forms of consuming content. So are physical and virtual audiences. Therefore, presentation to virtual audience must be adapted accordingly You’ve just sat down to watch the 7’oclock news on NTV. The newscaster comes on. He is holding that day’s Daily Nation. Your face spells, “Huh?” Then you smile. It
Spread your prospecting efforts. The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. To begin with, there’s business bloom to be found in this pandemic gloom. Yup! This is what those that have migrated online are finding and mining. And that those
Prospect differently online. It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline. The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting
The online buyer has control. So? insisting that the employee must be in a suit when attending a ‘Zoom meeting’ will only frustrate you, the employer. You can’t control that. Accept and move on. You are no longer in control. This is a bitter pill for most sellers to swallow. Yet now, more than ever,
Remove friction from the purchase experience. But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs. The former
Acute awareness of how to, at once, exploit the benefits and mitigate the risks of transparency in digital space, becomes paramount. To begin with, if you are of a certain age, the Russian word glasnost and name, Mikhail Gorbachev, should trigger memories. Memories of the opening and breaking up of the former Union of Soviet