What is a Christmas tradition in Kenya? If you are wondering, walk with me as I explain. Is the SGR fully booked? Let’s begin. It’s the time of the year again. That time when Kenyans emerge from their cocoons and stamp their Kenyan ‘bona-fideness’ in your face. For instance, despite it being splashed across all
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Sales quantity and quality both matter if you are to have a fair sales contest, and a sustainable business. Sometimes, the two Qs are referred to as the two Vs, volume and value. Whether you use Qs or Vs, ignoring quantity or value, is a recipe for disaster. Is quantity more important than quality? Evaluating
Numbers don’t lie. Sales people do. Numbers don’t lie, trust them. Sales people lie, let them. Numbers don’t lie, trust and manage sales people through them. Sales people lie; let them; they’ll hang themselves when the rope is long enough. Today’s post is for those in sales leadership. Why do sales people lie? First off,
Permission selling is rarely practiced. This is unfortunate. You practice permission selling when you seek the prospect’s agreement before taking any action that involves them. Permission selling or permission based selling, involves the use of statements like, “Is it okay if I…?” or, “Do you mind if we….?” You catch the drift. Here are 3
To sell over the telephone calls for a different skill set from selling face to face. What is telephone selling? Telephone sales means just that. Prospecting, interviewing, demonstrating, validating, negotiating and closing all on ‘phone. Here are three things to consider to successfully sell over the telephone. The tone of your voice is 85% of
Here are 3 reasons why it is important to help customers make purchase decisions. The word selling is ‘dirty’ Unfortunately, selling connotes negative, even fearful images in the mind of the prospective buyer (prospect). Actually, even the statement, “We will transfer you to sales” or “We will introduce targets in your job description” fires images
‘What this means is that…’ Such a simple phrase, so rarely used, so costly to selling. Here’s what I mean. Technical language necessitates lay explanation Technical language can be found in every industry. This could be industry or institution specific. And what it means at industry level could be different, institution. For instance, Q1 to
Prospecting is a science, not an art. Prospecting is the never unending quest to seek buyers for your product or service. I’ve said it before, and will keep shouting from the rooftops. If you don’t prospect, you die. If you do not have anyone to buy your product, it’s as good as useless. Quite unfortunately,
When you don’t sell, you close through delivering service excellence. This is what selling through service is. The more if your service or product is sold as a reaction to a query. Not because of any fault of yours but because the nature of your product deems it so. Think selling moving services, coffins, mortuary
Sales contests. The magic ingredient in sales. The importance of sales contests cannot be gainsaid. But what do you mean by sales contests, you ask? Sales contests are, well, contests like any other, in which some win, others lose but overall the team and therefore institution thrives. Or should. The importance of sales contests Why