Finally! In 5 days Kenya decides who their next leader is. In a few days the campaigning will be over. The trail will grow cold. So, before it does, and in keeping with the mood of the nation, here are three lessons in selling from the Kenyan campaign trail. Always ask for the close Whether
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Prep the user to sell for you to the decision maker by anticipating the latter’s objections. There are different members of the buying centre of an organization and it is not a given that you will immediately sell to the right one. This is because the right one could be plural-in fact in B2B selling,
Always have a next steps step in B2B selling. The best B2B sales process or selling strategy is one that is deliberate with an activity to keep the sale going. Besides ensuring continuity of the sale, it shows the seller’s stamina for the long haul post sale. B2B sales process description First off, a working
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Define the product before you price it. It may take time as the process tends to be exploratory, but it’s time worth spent. Trust me; you can thank me later. For now let’s see why this is important. Especially in B2B service selling. Customers don’t know what they want Typically, whether selling online payment platforms,
The objective of the initial contact is not to sell. That may come as a shock to many sales people. The purpose of the initial call on the prospect could be one of three things: get a contact, get an appointment or fact-find. Note it is just ONE. Now let is look at each of
Sales’ coaching separates stellar sales managers from average ones. Sales management is not everyone’s cuppa tea and effective sales managers are few. These few know that sales coaching importance cannot be gainsaid The meaning of sales coaching Sales coaching can be defined as a continual formal one-on-one engagement by the sales manager with his team
Change the customer’s mood, if it’s not receptive. If the customer is not in the right frame of mind for the meeting, switch gears and address this. Insisting on progressing with the pitch will likely backfire. If his mood won’t change, his mind won’t either. So change the customer’s mood and watch his mind follow.
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When you open the B2B sales call with insight about the potential buyer (prospect) you heighten engagement from the get-go. And the more engaged he is, the easier the sales call becomes. And you want that, don’t you? How you open and close the sale matters. Opening the sale means the first words you utter
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Salespeople should bring a sales call to a close with authority. So show authority to close a sales call effectively. We don’t think about it, but the reason why we assent to a doctor’s prognosis and diagnosis is because we believe him to have authority to do both. So much so that even quacks get
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One of the biggest sales mistakes you can make is assume your problem is in closing the sale. This mistake could easily top a top 5 sales mistakes list. First, though, imagine, the restaurant manager in a hotel complaining, “We are not closing our walk-in guests. They come, sit down, but somehow after ordering they
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