Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
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If you did not connect with the buyer during the pitch, you will not with your proposal. If your meeting ends with a bland, “Send us the proposal, we look at it and we will get back to you,”...
“Dear Business Owner, are you losing sales because your shop floor staff has limited product knowledge?” If you are selling smartphones like a Safaricom shop, outdoors gear, Decathlon, or, fine wine, like a hotel, your shop floor staff (aka...
Forget closing. The way you present can either get or lose you the sale. This is especially critical when selling remotely or offering a product that the customer perceives as a commodity. Your ability to differentiate yourself comes down...
Do your salespeople understand what they are selling? Are they able to articulate it? To articulate the value proposition. Or as business owner or sales manager you assume it’s obvious? Let me illustrate. I recently held a session with...
If you don’t like presentations that start with About Us, then believe me when I tell you that buyers don’t like yours that start the same. It’s not a case of tit-for-tat. No. It’s because buyers are selfish. You...
Did you know that many employees in the bank keep ties in their top drawer? It’s the first thing they put on when they arrive at work (tie-less), and the first thing they remove and put back in said...
“The price may be high, as you say, but what about the cost?” The buyer does a doubletake. Quickly recovering he retorts, “What do you mean, the cost? I’ve just told you the price is high!” The salesperson has...
When a product is launched, it must still be sold. Salespeople that look to the launch as a salesperson are quickly disappointed by the dismal results they get. Product launches are a marketing, not sales tool. Yes there’s a...
“Which theme do you want for your new website?” the techie asks his client. He responds: “Why do you ask?” The techie says: “Well besides personal preference, themes can also determine attraction to a site. For example, here let...