2016 will be over this Saturday. In keeping with end year tradition, herewith the Sales Pitch highlights of this year. On the twelfth month of Sales Pitch my ‘true love’ sent to me, the importance of painting a picture using practical relevant to the buyer examples for him to ‘get it’. On the eleventh month
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Disrupted banks, media, and businesses have to sell to customer benefits not the businesses features. This calls, not for a transformation, but evolution of business. After all, “Innovation is not just another app”, so Prof. Patrick Njoroge, CBK Governor, reminded banks To begin with, customers don’t buy the features of your product. Customers buy the
Make opening about the buyer. Include these three qualities: brevity, succinctness, and being gripping. Remember the objective is to engage… “Boss. Hiyo wiper yako ikipiga, itaharibu kioo” Told to me by a hawker, this is the most gripping opening of any sale I’ve heard. In only seven words he had my full attention. He did
Best pick up lines for a girl, Effective ways to approach prospects, How to get the buyer's attention
When the buyer asks why he should deal with you, it’s not facts he seeks, it’s emotion— a hand in marriage. “Why you?” she asks and he says, “Because your friends will be jealous of you for bagging tall, dark and handsome me. ”Vain? Yes! And that’s how you also sound when you rattle off
Houses on sale, Kenya Orient Express, What is the difference between benefits and features
Buyer behaviour, Features vs Benefits, Relationship Building
No buyer is concerned with your product or service (yes, you too have one you are selling). Your buyers (yes, you have those too) are only interested in what your service or product can do for THEM. How will it benefit THEM? So, embrace selling even if you are not a salesperson Embrace selling even
How to ask for a raise, how to show the benefit to the buyer, McKinsey & Company on culture change
Buyer behaviour, Features vs Benefits, Organizational Culture
Driven more by esteem than need, buyers want all the trending bells and whistles in a product. And yet, will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the
Do customers know what they want?, How to eliminate jargon when selling, How to simplify the sale, Maslow's Hierarchy of needs and selling
Buyer behaviour, Education, Features vs Benefits, Technology
Eliminate jargon when selling. Jargon is common knowledge for those in the same industry-not outside. Jargon is a gun many salespeople inadvertently shoot themselves in the foot with. Finally! I understood what 5mbps meant. And in the process, I was also reminded of the importance to eliminate jargon when selling. Speaking English as I call
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with, it’s not about your product. It’s never about your product. And just so we are clear,
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
How do you get to speak in the language that connects with the buyer? By asking, “So?”. Virtually all in-house sales training busy themselves with product knowledge. So if I’m selling waste-water treatment equipment, my in-house training will focus on the types of plants we have, their specifications, what they can do and how they