Demonstration makes presentation easier for the seller. Equally, the more the buyerâs senses the demonstration interacts with, the higher the chances of making the sale, as the connection created is magnetic. (Thatâs why fries are so addictive.) A demonstration is not the sale. Itâs merely a presentation. An effective one Iâll admit, but a presentation
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On the surface these look like genuine reasons to buy; but they are no different than being invited to buy a shirt because âit will cover your nakednessâ. Why do buyers really buy your product or service? Chew on that; weâll come back to it. In my classes, whenever I ask the question, âWhy
Yeah…Go ahead and connect with me on LinkedIn and pitch me a few seconds later, about this crazy offer on land or shoes or investment you have. When you do so, I donât think you are being efficient. You are merely magnifying your inefficiency in prospecting. âThe first rule of technology used in a business,â
The irony of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the âbest companyâ or âbest solutionâ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective
Selling to scientists, Selling to the C-Suite, Simplifying the B2B sale
Buyer behaviour, Objections, Organizational Culture, Pitching/Presenting
Prospecting is the cornerstone of successful selling. No, it is not closing. To close, there must first be a prospect…however, closing is the ultimate activity for making the sale. No, your sales job is not as overwhelming as you make it out to be. âWhat with doing reports, calling, replying to emails, prospecting, attending meetings,
Thereâs nothing sweeter than the sound of oneâs own name. Remembering the name after a long and dry spell in communication yields a warm, âWow! You still remember my name?â There are several taboos to avoid in selling but start with these three and see the positive effect Remembering Names Progressive sellers cannot afford the
'Sweetest' sales taboo, how to ask for a referral
Human Interaction, Pitching/Presenting, Referals, Uncategorized
She had been attracted to both phones but wants help in deciding why she should take one over the other, and the sellerâs inability to demonstrate similarities and differences between the two is not helping. Flashback! Remember exam questions in school which would start with âcompare and contrastâŠâ? Well, we are back at the two:
How do I show the benefits of my product or service over the competition, How do I show the differences and similarities between my products?
Buyer behaviour, Communication breakdown, Pitching/Presenting
Any speech beyond three to five minutes is too long for an end-of-year speech. And whereas laughter is the most receptive state of an audience, you don’t have to be a comedian to attain it. In any case, that’s not how to win the boss over. The end of the year draws nigh. End of
Make opening about the buyer. Include these three qualities: brevity, succinctness, and being gripping. Remember the objective is to engage⊠âBoss. Hiyo wiper yako ikipiga, itaharibu kiooâ Told to me by a hawker, this is the most gripping opening of any sale Iâve heard. In only seven words he had my full attention. He did
Best pick up lines for a girl, Effective ways to approach prospects, How to get the buyer's attention
The trick is to shorten your learning curve by making the duration to perfection a factor of frequency more than a factor of time. Pitch as many times as humanly possible, improving with each successive attempt based on progressive lessons learnt. An account winning pitch takes time to bake. As with every new skill, even
Designing the perfect pitch, Elements of an effective presentation, How to deliver an winning presentation pitch