Winning the business to business sale; 3 tips

Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value to their business of your product’s…

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Procurement officials should sell, not buy

How can procurement officials sell, not buy? How can they improve their negotiation skills? By learning how to sell Officials in the procurement function repeatedly engage in the selling process, with suppliers.  But, they refrain from admitting that they are selling-preferring instead to call it negotiation.  In my view, they can keep the procurement label,…

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Build bridges by asking, “Why should they buy?”

“I want a salary increment because my personal expenses have increased.” Good luck with that. I mean, why should they buy? “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” That’s…

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Tell with facts, sell with stories

Sell with stories. Watching the movie tends to kill your expectations after reading the gripping novel. Now you know why. Facts tell, stories sell.  Facts appeal to logic; stories, emotion.  Facts keep us going because they trigger the emotion, that initially moved us, when it wanes. Expert sellers fuse both into one. Like this hawker…

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Avoid the word sell when selling

Avoid the word sell when selling. When the term sell is used, sellers are left high and dry as all other parties look on them as pariahs. Successful sellers steer clear off the word sell. And many other words to avoid when selling. This is because the word sell is pleasurable only to sellers.  To…

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Sales lessons from COVID-19

Sales lessons from COVID-19. It doesn’t matter how much you extol the virtues of your product or service; if it’s not working, it’s not getting buyers “Hata Corona imeisha” my cabbie said, casually declaring the end of COVID-19. He said this as he donned his mask because company policy dictated so, and it could affect…

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Private school parents buy teaching, not costs

Private school parents buy teaching. Instead of defending insignificant reduction in fees, schools should first “demo” the service to justify its value. What a deadlock! On one hand, as one newspaper put it, “Parents are in revolt over the unrealistic costs associated with virtual education for children out of school.” On the other hand, according…

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How to differentiate your product to the buyer

It is the seller’s responsibility to make his product stand out from the competitor’s, and more importantly, stand out in the buyer’s mind. And this is rarely achieved by … Which of these are you likely to use? When withdrawing money using Visa, the ATM with a sanitizer next to it or the one without?…

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Boost sales by aligning yourself to buyer’s selfishness (Pt. 2)

An executive hearing this is likely to give you his full attention. You are giving him a solution to what keeps him awake at night. Buyers are selfish we said in the last post. And to boost sales, progressive sellers align themselves to this selfishness. Because the selfishness can feel convoluted, effective alignment is attained…

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