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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Embrace humility to thrive as a technical seller

It doesn’t make you less of an engineer because the client asked to see an engineer, yet you are one; it makes you more of a salesperson when you oblige. But I’m an engineer, not a salesperson you indignantly respond. Yes. But, remember you are selling So what! So what if the buyer tells you,…

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Close Faster – Simplify the Sale With Examples And Other Literary Devices

The buyer isn’t asking to get the nuts and bolts of the situation. All he needs is assurance and confidence; assurance that the problem can be resolved and confidence that you can do it. Many times all the buyer wants to make a decision to buy is an appreciation of the situation not a technical…

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How To Successfully ‘Hack’ Jargon (not IEBC) When Selling

It’s not easy ‘speaking in English’, especially for an expert (and every seller is one). And yet, the fact that your larger audience is almost always lay, the importance of doing so cannot be gainsaid. Obfuscation. Chicanery. Subterfuge. Experts say these are the ingredients of successful politics-flummoxing the audience to leave them nonplussed. Unfortunately, inadvertently,…

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