Archive for Category: Objections

How to sell when limited by ethics

Limited by ethics or not, whichever tactic the seller deploys requires that he insert himself in the buyer’s business. To begin with, looking at marketing purely as giveaways or advertising is limiting, even idle. Usually, sellers compete on one or a combination of what are called marketing P’s. That is, product quantity or quality, price

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Handle ‘historical injustices’ by owning them

Caused by you or another seller, deliberately or not, it doesn’t matter. Handle historical injustices by owning them Historical injustice is a past moral wrong committed by previously living people that has a lasting impact on the well-being of currently living people. Kenyans are more familiar with the term in relation to land issues. I

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Three quick tips that can accelerate your sales

Here’s one more tip on, “Give us a discount”. Confidently ask the buyer, “Why?” Here’s three quick practical tips that can accelerate your sales. Tip one: Discount doesn’t have a currency attached to it. Quit attaching one when negotiating. The average seller dreads the words, “Give us a discount.” In fact, some businesses have even

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Guide to a close with assurance, confidence and direction

Guide to a close with assurance. “Kujaribu ni bure” (Try it on for free); and being human, the lady might say, “Thanks, but I’m not buying”. The inexperienced seller will be sold on this and say, “Hata kesho ni siku”. Not the experienced one… If you don’t close the buyer on why he should, he’ll

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You Have A Job Because Selling Is Not A Science

If only we lived in a utopia (Sigh!)-selling would be so much easier, yes? If we lived in an ideal world, selling would be an absolute science. In an ideal world, buyers would deliberately involve sellers in crafting spec for say, a tender, ahead of advertising it. That way, sellers would accurately resolve the buyer’s

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Inspire sellers with simple processes

Sellers want instant jabs for their regular professional malaise. So, inspire sellers with simple processes Salespeople hate complicated things. The field is complicated enough. They focus on only what they need to know to sell. When explaining remuneration for instance, don’t try to be clever about it. Simple specifics are what they wants to hear-

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A Demonstration Makes The Presentation Easier But You Must Close The Sale

Demonstration makes presentation easier for the seller. Equally, the more the buyer’s senses the demonstration interacts with, the higher the chances of making the sale, as the connection created is magnetic. (That’s why fries are so addictive.) A demonstration is not the sale. It’s merely a presentation. An effective one I’ll admit, but a presentation

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Adapt your presentation to respective business buyer to accelerate the sale

The tragedy of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective

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