Every once in a while, a statistic doesn’t just catch your attention—it slaps you awake. And reminds you of what customers want. Like this one shared by a customer: “When a farmer invests USD 16,000 in our soil testing, he unlocks savings of USD 100,000—simply by using less, but better-targeted, fertilizer.” Read that again. Sixteen
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When the customer says: “Let me talk to my team,” respond with, “Great—would it help if I joined the conversation to clarify anything for them?” This simple line is the essence of the approach: ask to join the meeting. The real reason sales die (and why you must ask to join the meeting) Why? Because
#asktojointheinternalmeeting, #buyersarenotsellers, #doyoursalesjob, #lostintransltion, #sellingtomultiplebuyers
If you can’t explain your offer in one sentence, don’t expect your client to remember it. And if they can’t remember it, they can’t buy it. Simple. Here are four reasons why you should be able to explain your offer in one sentence. 1. If you can’t explain your offer in one sentence, do you
“He has two million shillings he’s expecting but I doubt he’ll ever be paid.” No, I’m not talking about frustrated vendor Sammy Kioko who accuses Machakos County of not having paid him for services rendered two years ago. Nor the hundreds of suppliers nursing similar wounds from the beast called pending bills. This story is
“We see you have your company account with us and are calling to ask you to open a personal account too.” (Pregnant pause awaiting a Yes’) Meanwhile, the customer (a director of the company) is wondering, “Why? Why should I open a personal account with you?” And this is what I want to look at
#howtoincreaserevenuefromexistingcustomers, #importanceofsellingtoexistingcustomers, #makingmoresalestocurrentcustomers, #whatisitcalledwhenyouselltoexistingxuatomers
“We want your software (or training or whatever it is you are selling).” No, it’s not the software or training they want to spend money on. It’s performance and productivity they want to improve. In understanding customer needs in sales, “We want your software” represents the surface need, while enhancing productivity by reducing drop-off rates
#basicneedsofcustomers, #customerneedsinsalesquestionsandanswers, #importanceofcustomerneedsinsales, #maincustomerneedsinsales, #thethreetypesofcustomerneeds
Customer experience accosts all the 5 senses. Actually, that’s what customer experience is. Customer sense experience – how all the customer senses perceive interaction with you. So yes, it matters how you look. And no, the customer should not limit herself to judging the transaction at hand. She can’t; she’s human. Indeed, if you sell,
#Customerexperiencebenefits, #Customerexperiencebestpractice, #Customerexperiencehowtoimprove, #Customerexperiencekeyelements
Dear Business Owner, all leads are created equal, but some are more equal than others. Well, not quite. More accurately, not all leads are equal. Some leads are hot, others cold. Others are suspects, and yet others, prospects. And some leads derive value from their sheer volume, while others, sheer quality. Indeed, not all leads
#leadcultivationstrategy, #nonqualifiedlead, #smartsalespeoplequalify, #typesofleads, #whatdoesaqualifiedleadmean
If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m talking about strategic account managers, business development managers and bank corporate relationship managers. Those that manage
It’s highly unlikely that the hotel will dismantle its reticulated (piped) gas system to install yours because you said so. In fact, even if it’s not reticulated but just LPG (gas) cylinders in, say, a school, they won’t exchange brands (to yours) on a whim. Even when it’s evident they should, don’t assume the decision
#changeofsuppliersexample, #changeofsuppliersinsupplychain, #howtoensureasmoothsuppliertransition, #typesofchangeofsuppliers