Does your customer believe you? If your customer is struggling to understand you, he doesn’t believe you. Take the ODM party and its case of muddled messaging over joining the broad (Mercy Tarus calls it, fraud) based government. Have you noticed how hard-pressed the ODM party is, to explain themselves? “Are you still in the
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Are you frustrating your sales team performance? If you are a business owner or sales manager you could be doing so due to poor sales management practices. Here are four ways how that can happen and what to do about it. Setting unrealistic expectations Setting unrealistic expectations is the fastest way to burn out your
Is cold calling dead? The short, surprising answer to most sales people, is no. Does cold calling work? Oh, yes. This is the cold truth. Cold calling is alive and kicking; hale and hearty. And it is ruthlessly efficient. But first, what is cold calling? Cold calling involves sales people reaching out to potential customers
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Receiving a certificate after a training means different things to different learners. Compliance. Recognition of Achievement. Brand association (Trained by…). Proof of competence (Credibility). Proof of attendance. A promotion. And more. What’s the sales lesson here? Well, the certificate is one feature of the training. The meaning the learner gives to it is the benefit.
Politicians really nail benefits driven selling. I’ll use them today to articulate the importance of pitching benefits when selling. Politicians know what their voters (prospects) want to hear and they articulate it with crystal clarity. If only they followed through. (Sigh!) Alas! as political analyst Mutahi Ngunyi once said: “A politician has no principles. An
“What are you competing on? And what do you pitch?” To the former, the average sales person is clueless; possibly because he was never told, but much more likely because he has resigned to sales resistance. Which is why, to the latter question, assuming he’s honest enough, he’ll say, “Price.” More accurately, he’ll lament thus:
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Dear Business Owner, does your after-sales service bolster or butcher your selling efforts? I’m assuming here you have an after sales service. And if you don’t, keep reading. And if you do, is your after sales service as effective as yoursalesservice? Or, do your customers suddenly become children of a lesser god once they’ve bought?
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If you farm and hunt than you need a plan. If you are required to acquire customers (hunt) and nurture customers (farm), then you need a plan. Generally, most salespeople have a component of each; but, some roles, like Strategic Account Management, have these responsibilities specifically embedded in their jobs. Without a plan you will
If you don’t get it, it’s OK to say so. If you don’t know, it’s OK to admit it. “Kuuliza si ujinga,” the Kiswahili proverb advises. Directly translated: “Asking is not stupidity”. Admitting you do not know does not imply you’re stupid. To the contrary, it demonstrates humility, and invites teaching. And humility is the
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There is no shame in apologizing. If you are a salesperson, or even the President, and you have made a mistake, there is no shame in saying, “I am sorry.” Saying, “I’m sorry” saves sales. And doing it in those words, is not only empathetic, but it also shows ownership and is human. In the