Salespeople cannot hold a grudge against prospects (potential buyers). Those that do, frustrate themselves and therefore their job. Here are three reasons why. Prospects see all salespeople as one “You people lied to me. You denied me a loan after promising me heaven! You are all liars!” This barrage is unceremoniously levelled at the salesperson…
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Winning the business to business sale; 3 tips
Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value to their business of your product’s…
Continue readingHow your internal processes can help you sell
Internal processes in your company, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal process being a reflection of yours, is useful information for the business-to-business seller. That’s one that sells to a business; for instance, an advertising representative from A. Media Group selling advertising space to a company…
Continue readingOnly calendar changed; targets didn’t
Rainmakers know only the calendar changed, targets didn’t. “Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff. Only the calendar has changed. The spouse, the job, the targets remain the same.” And…
Continue reading“Because of Corona…” is fading to an excuse
“Corona, after all, is no longer “imported” but “locally produced”. ‘Because of Corona is therefore a hard sell If you’re thinking it, they’ll ask it. So instead of wishing it away, or resigning to fate, address it instead. Think of an appropriate response, dwell on it, experiment with it, iterating it to perfection with every…
Continue readingDial into your sellers’ emotions
Dial into your sellers’ emotion. Be in tune “Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may…
Continue readingDon’t ‘sell’ in this uncertainty, prospect instead
Don’t sell prospect. These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever a time prospecting was key, it is now. But how do you prospect in these uncertain…
Continue readingWhat Nairobi Women’s Hospital scandal teaches us about selling
“Nairobi Women’s Hospital scandal is reminiscent of Wells Fargo. Because all the greedy bank wanted was accounts, the salespeople went into survival mode, forging customer signatures.” To begin with, what does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business like…
Continue readingFirmly tie discounts to payment duration
You cannot pay school fees or buy food with a signed contract. In any case, a sale is considered closed when cash is received. Before agreeing to that discount, find out how long the payment will take. Duration as a bargaining chip is elusive to most sellers, and the consequences can be frustrating; some even…
Continue readingDecember is the month for closing, not selling
December is not the time to say, “Is a meeting next week on Thursday at 10am a good time to meet, or is Friday same time better? I’d like to present our product?” If the latter is your lingo, you have 2019 to amend that. December not only closes the year but ‘hanging’ sales too….
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