If you did not connect with the buyer during the pitch, you will not with your proposal. If your meeting ends with a bland, âSend us the proposal, we look at it and we will get back to you,â translate that to mean, âCiao, adios, weâre done.â If it ends with a summary of the
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“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 as store sales staff) are your foot soldiers, your first points of contact with walk-in customersâthe
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 to how you present, engage, and create an experience for your prospect. Thatâs the importance of
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 itâs obvious? Let me illustrate. I recently held a session with sales newbies. Their product is revolutionary but their customers are traditional. Iâm talking about logistics here,
If you donât like presentations that start with About Us, then believe me when I tell you that buyers donât like yours that start the same. Itâs not a case of tit-for-tat. No. Itâs because buyers are selfish. You will captivate and win them over, easier and faster when you align yourself to their selfishness.
Did you know that many employees in the bank keep ties in their top drawer? Itâs the first thing they put on when they arrive at work (tie-less), and the first thing they remove and put back in said drawer, when the bank doors close. Indeed, your dress is not your choice. Hereâs why. âMy
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âThe price may be high, as you say, but what about the cost?â The buyer does a doubletake. Quickly recovering he retorts, âWhat do you mean, the cost? Iâve just told you the price is high!â The salesperson has been here before; he knows the buyer sees price and cost as the same, yet they
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 thereâs a yawning difference between marketing and sales. Marketing, usually remotely, creates awareness to attract; selling personally engages
âWhich theme do you want for your new website?â the techie asks his client. He responds: âWhy do you ask?â The techie says: âWell besides personal preference, themes can also determine attraction to a site. For example, here let me show youâŠâ After the demonstration the clientâs eyes light up with revelation. âAhh, I seeâŠâ
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Brace yourself during the upcoming season of festivities. You may be called upon to get on stage and address an audience. This could be your company, or residential estate, end of year party, a family gathering, graduation, best man at a wedding, or a church congregation. How do you do it? How do you give