Plumbers, doctors, carpenters, auditors, electricians, accountants all benefit from knowing how to sell professional services First, let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff can deepen the sale. Now then. Sellers initiate the sale’s relationship; technical staff deepen it. When
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“Make a customer, not a sale.” How? Via stupidity and selfishness, not the brochure and jargon. Let’s find ease in this disease. Let’s celebrate a birthday-our column’s birthday. Appearing weekly in the Business Daily, Sales Pitch is now eight years old. This is the 380th article. How do we celebrate? By blowing one candle for
The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. These work from home sales activities can help Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us
How to handle sales disappointment? Disappointments can be complex. Like the current rapid slowing down of economic activities because of the disruptive Corona virus. You will face disappointments when selling. Expect it. Learn from it. As they say, ‘If you do not encounter the devil on your way to success, you are likely walking in
Continually get leads and invest time in converting them. This significantly lowers your prospecting burden, increasing your closing ratio. To begin with, when you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons
How to convert more leads to sales, you wonder? Don’t be too quick to assume successful lead conversion based on the lead giver’s goodwill with the lead. To begin with, a lead is a potential sale, not an automatic one. In fact, even a hot lead, is not an automatic one. A lead can be
Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented. So? Not understanding this difference may ruin relationships and delay completing the sale (closing). Here are
The knee-jerk diversification plans from Kenya Power losses is a Hail Mary. Just as Posta’s idea to venture into PSV. To begin with, you know you don’t have a sales problem when you are a monopoly, selling an indispensable product and you still make losses. You also don’t have a sales problem when you go
How to bypass gate keepers in something to take in your sales stride. Many times gate keepers will facilitate, not frustrate, the sale. “The askari doesn’t let me in. How do I avoid the nurse? The secretary prevents me from reaching the buyer. “ All these are lamentations many sellers have of gate keepers. Gate
It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell there too. Let not your mingling with executive power cloud your judgment. Simply because the bosses
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Decision making, Gifts & merchandise, Managing Sales Process