In many ways the obsession with total marks and not how they were arrived at, is reminiscent of how buyer’s buy-selectively. “What did he get?” This question was asked by millions of Kenyans last week immediately after the results for the national examination (KCPE) were announced. The expected response to a child’s performance in the
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Options offer the buyer a sense of control. “I’m the one making the decision,” she feels. “Would you like to sign with the blue pen or the black one?” This is a technique in closing. It’s an example of what is called an alternative close. When you stop to think about it, does it really
Say only what is necessary to close. Imagine having to wait until the girl knows everything about you before trying to kiss her. Likely, there’ll be no girl to kiss by then. How do you successfully close a sale? Say just enough to close.Limit your pitch to what is necessary to close. This advice tends
Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”. Or, “Competitor K’s service is priced lower than ours.” Or, “Competitor L
Go all out to remedy any maladies in securing customer Don’t just sit there. Act! Action is the sure cure for all sales maladies born out of worry. “He still hasn’t given me copies of his ID and payslip, and he refuses to submit them for me to do the copies and return them. That’s
Navigating the cold call calls for creativity, patience and trust. Contrary to popular belief, the cold call is still alive and well. When you have a new product or service, you will have to sell it through cold calling- the more if it’s a business-to-business sale and the product calls for a big expenditure by
Selling a big brand name? Just as with glowing academic papers, that reputable name won’t work for you, if you don’t. Could you be wallowing in the miasma of your company’s renowned brand name? “Watakuja tu” you reckon. (Customers will always come). “We needn’t put in much effort in selling. After all, we are (insert
Language, editing and persistence are your tools of trade. Today’s piece starts the sixth year of this column. And today I wish to universally respond to those who desire to sell their ideas through writing for a publication like this one. Lesson 1 First. Readers of this blog know that it challenges salespeople and institutions
And many formal sellers (consultants, for instance) would be happy to charge, than show you, how to resolve a problem you can, yourself. I love my plumber. As for my (former) mechanic, not so much. Twice my plumber has refused a job, instead insisting that I resolve it myself. No, he wasn’t being rude; just
A goal crystallizes the purpose of the meeting; it focuses the seller to a specific thing and with this, he will most likely find himself customizing his presentation accordingly To make your client meetings productive, have a quantifiable goal. Office meetings are a common tool of business. Paradoxically, many attendees (even sales people in sales