Effective sales managers are in the lives of their salespeople

Successful sales management requires the manager to have his nose in other people’s business. Other people here are his sales team. “Do not bring your problems to work” is an oft quoted admonition that rings sour to successful sales management. And personal problems could range from the mild, “My boy, Juma, is unwell” to the…

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Mitigate the buyer’s uncertainties by probing like a doctor

 You notice that the damaged machine belongs to a competitor. You start salivating. Don’t! It is not an invitation to a sale. Buying means changing and chancing. Abandoning the familiar and risking. The risk could be reputational (Will we end up with egg on our face partnering with this new firm?) or financial (will we…

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Avoid Confrontation With Buyers By Treating Their Problem, Not Symptom

Contrary to popular belief, buyers don’t know what they want. A bull fight is representative of a misguided seller- buyer relationship. The two lock horns, each digging into his heels, a relationship is broken and future sales lost. This usually occurs when the buyer is experiencing the product; sadly, at this point, the purchase has…

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Keep Open To And Address Your Buyers’ Real Reasons For Buying

So profound is this that a client of mine who sells pesticides tells me that one of their products is more expensive and bulkier than the competitor’s and yet farmers prefer it “Mimi nilivotia Sonko, kwa vile Kidero ametusotesha sana. Na hope Sonko atatulipa mshahara on time kwa vile Kidero alikuwa anakaa sana bila kutulipa.”…

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To Overcome The Objection, Offer The Potential Buyer Assurance

Buying means making a change in his circumstances, and the instinctive reaction to change is resistance. It is for this reason that buyers will generally raise objections. Almost always, assurance is what they want in response Chances are that, a lady you are interested in will give this or that excuse for not accepting your…

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How to avoid breakdown in communication while selling

The single biggest problem in communication is the illusion that it has taken place. (George Bernard Shaw) Generally, in life, this predicament is the cause of many arguments; specifically, in selling, it is the cause of many lost sales. One of the exercises we do is my sessions has all the delegates simultaneously follow precisely…

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Love what you hate about selling and be surprised by the results

Instead of complaining that the walk-in client only wanted a quote and won’t buy, invite him on a tour of the showroom as the quote is prepared. I drove though three successive fuel stations seeking air for my tires and received three successive, “haifanyi” (the pressure pump isn’t working), and, therefore, three successive disappointments. At…

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Speak well, but also bank on listening more to the customer

Listen! Did you hear that? No? LISTEN! Do you hear it? If you haven’t paused to these instructions you are in good company-the company that hears, but does not listen. Besides sales, we also offer other customer/audience facing solutions and when conducting any of these programs, a key component comes through again and again- the…

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