Obviously, the B2B seller must be proactive and ready to work harder than his B2C counterpart in order to keep a pulse on and accelerate the sale. This is good news as it grows him immeasurably. There is reason why the Business-to-Business (B2B) sale is referred to as complex. Editorial space limits expounding on why,
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However eloquent you are in the Queen’s English, you must still show the buyer what your product or service can do for him The Sales Pitch column turns four today. This is the 193rd post. A four year old is unpretentious and eager to learn. Equally, the bare knuckles nature of sales leaves little to
Salespeople don’t ask questions for various reasons. It doesn’t help that the high pressure sales environment does not reward meek attempts To begin with, the novice salesperson would rather ‘die with her problems’ than ask for help. In fact, this in itself is a significant reason why sales turnover remains on an all-time high. What
“Whoever glorifies A’s is a devil that needs to be dealt with.You don’t need an A to get on with your life. Once you get over 50 per cent, you can do anything including medicine…” Dear Student, You’ve been sold a bill of goods. You’ve been lied to that the A in school stands for
2016 exam results, education reforms in Kenya, private universities in a dilemma over recruitment, Sossion re-mark exams
What struck me most is their flexibility and perseverance. How con men have possibly realized the successes with the more common texts were diminishing, and had therefore upped their pitch to calling. You really must admire the tenacity of a con artist. Last month I got a call from a gentleman who professionally identified himself
Despite sellers being largely (almost solely) to blame for the mistrust of salespeople, ironically it is still sellers who can mend it. After all, every product or service must be sold. Get over the buyer’s caution. It’s not personal. But still, take it personally. Confused? Read on. To begin with, the first reaction by the
How sales people’s lack of innate personal commitment affects business and what sales managers can do about it It is difficult to grow as a salesperson if you don’t have personal reason to. Scratch that! It is impossible to learn, mature and expand as a salesperson if you do not have personal purpose to. A
“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
“Successful selling is a process. It is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing. “ You’ve changed. These words are the ultimate validation for the salesperson set to take off. Regrettably, they are words few salespeople get to hear. You see,
My column in the Business Daily, Sales Pitch, turns three today. Today’s piece is the 151st. This makes me reflect. Did I know what I’d write about today, 150 articles ago? Of course, not. Was I skeptical I might not have something to write about? Of course, yes. Yet, here we are today. And in