To increase its chances of success, the entry level for the Business-to-Business (B2B) sale must be high….The beginning of a successful sale to a buyer who feels inferior, or has a pre-conceived bias against you, is triggered by the seller presenting himself as non-threatening. When you must have someone sell for you ‘internally’ (to his
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“Forget job titles. There is no sales. There is no service. Choose wisely. There is only profitable service.” “Which is superior? Sales or Service?” I get asked this question, or a variant of it, a lot. It’s also a never-ending debate between field sales people and office staff (commonly referred to as customer service, technical
Demand creation and satisfaction, The purpose of business, there is no marketing only sales, why knowing your customer is important in fighting fraud
Managing Sales Process, Personal Growth, Relationship Building
“Research and explore to get close to the need with the focus of a rifle than hope for the best with the pellets from a shotgun” The umbrellas are on sale in the streets. With the chronic blackouts lately, lanterns and emergency lights are too. Hawkers seem to always have just what you need. And
One of the challenges many salespeople face is the inability to think like a businessman.This happens because their buyers are businessmen and they are employees. One of the challenges many salespeople face is the inability to think like a businessman. In most instances they get by without having to, but in some they struggle when
Drawing a Business Plan, entrepreneurship, How to Start a Business, how to think like a businessman
Human Interaction, Managing Sales Process, Negotiations, Personal Growth
Buyers are busier than ever; buzzing here and buzzing there to meet deadlines; submit reports; and catch up on WhatsApp, Instagram and Facebook. Therefore, “I just called to see how things are” is a misplaced (and irritating) disruption. Graduate from courtesy calls to business calls. You must have missed the funeral. And not just that,
How Internet has affected selling, How to be a Trusted Business Adviser, How to Follow-up without being intrusive or a bother, How to Increase points of contact, How to remain top of mind with the buyer, Keeping in touch with the client
It’s official! Even with the drastic changes in the sales landscape over the past decade, success in selling still depends on what it used to and has always done: adequate preparation. This verdict derives from professors of strategic sales from leading business and management universities globally, backed by practical, primary research from observing over 800
How to Increase Sales, How to Prepare for Sales Meetings, Why do some salespeople thrive and others don't
There’s good reason why sellers must remain open to possibilities. You increase your sales at zero cost. Wearing blinders to only what you know lends itself to limiting the possibilities of a sale It’s a humid 34 degrees in Malindi. I must obey my thirst. I ask this vendor to sell me pineapple slices. Although he
Learn the customer habits. The customers’ habits are not for the seller to judge but for him to work with. This starts by understanding them. January blues offer an opportune time to study the peculiar Kenyan customer and what some sellers have done to accommodate him and progress the sale. The media understands him so
Back to School Shopping, Christmas Shopping in Kenya, Filing Income Tax Returns, Planning for December Holidays
Today you are at the peak of your desire to see through your 2015 resolutions. And 2015 promises to be exactly what you plan it to be. For many, this means that having reached the peak, the only way is down, and January will end with the intense desire dissipated. Many, but not you, the
LinkedIn, Sales Success Tips, Selling via Social Media Facebook, Why is it so hard to meet my New Year Resolutions
Love what you hate. 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,
giving quotes is frustrating, Love hate relationship, yin and yang
Human Interaction, Listening, Managing Sales Process, Relationship Building