Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating enormous lifetime customer value. Think about that for a moment: if you are selling dog food,
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If you’re in charge of a portfolio, I’ll be blunt—managing it is not enough. I know, I know. That’s probably what your job description says. “Relationship Manager,” “Network Manager,” “Portfolio Supervisor.” The verbs they use—manage, oversee, coordinate—sound safe. Passive. Respectable. But the real work? The real expectation? It’s not to babysit. It’s to grow what
invest in sales relationships. Here’s why. Towards the end of last year, my bank wrote to me. Like the two years running before then, I was being invited to take up yet another 30% increase on my credit card limit. This third invite would effectively more than double the limit I had started off with.
We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened.  Who will protect the hapless Kenyan from himself? And can the Kenyan be helped? I mean, what’s with us Kenyans in December? We have no rhyme or reason to our
Convert customer complaints into sales. Don’t just cower and hope for the best-see this as an opportunity to make a sale Covert a bad customer experience into a sale. How? By going beyond accepting responsibility, and offering potential sales alternatives. This is especially relevant to office based customer facing staff. For instance, a fire-breathing customer,
Forge or mend relationships with the indispensable players in your sales chain, Compliments of the New Year. With our turbulent politics behind us, 2018 promises to be much better than 2017, experts say. Meaning, sales can only get better. Here are three things to get your sales juices gushing. Your employer is impatient “It’s only
It’s like the ego driven man who chest thumps himself to fellow men as to the plot of land he identified and bought, yet in truth, his wife is the one who gently and wisely nudged him in that direction. The power of subtle persuasion in selling is, unfortunately, underestimated. That you must be persistent
Acknowledge, stoop to conquer and engage, for juicy dividends Whether you are in direct selling or not, there are several non-selling actions you make, or don’t, that get, or lose, you the sale. These go beyond the seasonal and traditional marketing merchandise and birthday/anniversary gifts. Here are three such. Acknowledgement The most fundamental need for
“Why would you want to interrupt a conversation that is to your advantage?” Success in selling is not just about what you say. Sometimes what you do shoots you in your foot.  These three mannerisms work against the seller, possibly losing him the sale. Cell phone etiquette. Francis (RIP), salesperson par excellence, once told me
how do I improve my listening skills, Is it ok to comment on customer's photos, Should I switch off my cell phone during a sales interview
Getting to “I have a guy” status is a long term game because people take time to trust you. Nonetheless, there is selfish reason why you should aim for it… “I have a guy…” These are words every salesperson should aspire to. They are words that position you as the go-to person. And they are
Death of a salesman, how do I make more closes, I have a guy, selling in the Internet Age
Attitude, Buyer behaviour, Closing, Relationship Building, Uncategorized