“Any of the vague responses shared compound the sales challenge further because they are not only hazy, they are impossible to elicit a useful response to the request, “Please refer me to anyone wealthy (or, who wants a loan)” Who is your prospect? The inability to respond with clarity to this question is the cause
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The hawker’s profiling may not be an exact science but neither is yours-you just have a higher chance of hitting the mark than he does. The profiling that goes on in traffic is just brutal. Watu wa gari kubwa wanauziwa property magazines n ish! Sisi wa magari madogo ni ndizi, jumper cables na alphabet charts.
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 don’t think you are being efficient. You are merely magnifying your inefficiency in prospecting. “The first rule of technology used in a business,”
VISA failed to articulate its ideal customer and missed that boat. In the customer led 21st C, banks couldn’t remain it. The argument that it is banks that should push VISA card usage and not VISA itself has seen average individual card usage down to one a month from three, in 2013. “Will the real
Driven by the desire to make a quick sale, it is easy to lose sight of what business you are in and who feeds it. It is amazing the sales lessons you can glean from simple, common experiences. Two happened to me which have inspired this article. One early morning, sixteen years ago, in a
Today is the last day of 2015.Let us look at the valuable lessons in sales we’ve shared across the year. As is tradition, and in keeping with the New Year cheer, herewith highlights of the Sales Pitch year. 2015 promises to be the year you want it to be, this column assured us in January.
Creative ways of saying Happy New Year, Selling at the beginning of a New Year
Attitude, Buyer behaviour, Communication breakdown, Features vs Benefits, Prospecting
“Getting in early with the customer means being proactive, not reactive; generous, not selfish; relational, not transactional. It also propels your career and usefulness.” I’m told that by 4.30am you will find owners of business on the road with traffic nowhere in their sights, nor thoughts. By 5.30 am, MDs have driven to work, traffic
“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting remains the most important step in sales. All others cannot manifest if there’s no one to work them on.” So, forget closing the sale; just get the appointment. What is the most important skill in selling?
“Research and explore to get close to the need with the focus of a rifle than hope for the best with the pellets from a shotgun” The umbrellas are on sale in the streets. With the chronic blackouts lately, lanterns and emergency lights are too. Hawkers seem to always have just what you need. And
To thrive, sellers must take debt collection in stride. Or would they rather Finance does? If the ultimate objective of sales is to generate income, then debt collection is in itself a salesman. A reader friend of mine told me of an interesting experience he had a few years back. When he joined this firm
Is debt collection the Salesperson job?, Non Performing Loans (NPLs) in Kenyan Banks, Why salespeople don't like collecting debt