One of the ways to do this is to focus on near closes. These are the low hanging sales fruits that are ripe, just begging to be plucked. “Haiya! Imagine the year is over.” (sic) That’s a statement that’s currently trending and likely one you have uttered. It is true that 2019 has only a
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When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just
For instance, it is easy to miss the M-PESA paybill number at a Java restaurant. Oh, it’s there; on the table and the counter. But we are accustomed to looking for the colour green To remain successful as a business-to-business (B2B) seller, always keep your eye on the 7Ps. Popularized as the marketing mix, the
Ugali for breakfast will keep you pulsating late into the afternoon and looking fresh with every client visit. Here are three tips on grooming for the novice seller. To begin with though, being a beginner seller is no excuse not to look presentable. Looks matter in selling. How the seller looks could determine how the
Not having a sales business case is careless investing; in fact it’s not even investing, it’s gambling. “Why should we have a tent there? What’s the business case for it?” The seller is irritated. He curses silently beneath his breath. ‘Argh! What’s this business case nonsense? If they don’t want a tent there and the
Don’t lament, learn. Instead of beating yourself because your last two pitches didn’t pan out, work on a reducing your conversion (call-to-close) ratio. That the presentation did not convert to a sale is not cause to hang your boots nor your head. I mean, what would you make of a hawker that gave up because
Caused by you or another seller, deliberately or not, it doesn’t matter. Handle historical injustices by owning them Historical injustice is a past moral wrong committed by people, now dead, that has a lasting impact on the well-being of people in present day. In Kenya, we are more familiar with the term in relation to
Very few girls will say, “Kiss me now”, making it necessary for the boy to instigate the kiss. Closing is a verb, not a noun; an action, not a thing. It’s a process, not a result. This revelation should dampen the fear closing is associated with, emboldening the seller to instigate it instead. Instigate closing
Would you be caught at a prisons courtyard making a sale? As a man, would you pitch to a lady in the ladies washroom? If you are frowning upon the thought of either, possibly pride is impeding your selling potential. Unchecked, it can become a case of pride before your sales death How did the
Here’s one more tip on, “Give us a discount”. Confidently ask the buyer, “Why?” Here’s three quick practical tips that can accelerate your sales. Tip one: Discount doesn’t have a currency attached to it. Quit attaching one when negotiating. The average seller dreads the words, “Give us a discount.” In fact, some businesses have even