So, instead of speaking to him in ‘featurese’ deploy ‘benefitan’. A product feature is what the product is; a product benefit is what the product does-and is what the customer buys. The inability to sell what the feature does is the cause of many lost sales. It doesn’t help matters that internal trainings passionately talk
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Market development builds credibility and trust. You are not there just for the bouquets but for the barbs too. It pays to develop a market; the more in business to customer selling like a bank or insurance agent does. Market development is focusing your energies in one or two large markets as opposed to scattering
Go all out to remedy any maladies in securing customer Don’t just sit there. Act! Action is the sure cure for all sales maladies born out of worry. “He still hasn’t given me copies of his ID and payslip, and he refuses to submit them for me to do the copies and return them. That’s
Navigating the cold call calls for creativity, patience and trust. Contrary to popular belief, the cold call is still alive and well. When you have a new product or service, you will have to sell it through cold calling- the more if it’s a business-to-business sale and the product calls for a big expenditure by
Sales Success can easily lead to failure. Dwelling in the adrenaline rush of a win, blunts your winning edge. Sales success contains seeds of its own destruction From spectacular success to spectacular failure. This surmises the complete swing of the pendulum that is Germany’s dismal performance at the on-going World Cup. Fellow columnist Sunny Bindra
When such a winner is being selected, both his performanceandits impact on the business are considered. Whereas the importance of sales contests cannot be gainsaid, It’s not always the seller with the most sales at the end of the sales contest period who wins -much unlike football, where only scores hold sway. This revelation sometimes,
Strikers in the football team are remembered more than, say, goalkeepers and defenders. Strikers ‘close’, and spectators crave that-goals. The World Cup is a week in, today. Football mania is in the air. And with it, plenty lessons on selling. Here are three. Numbers 64 teams. 32 matches. 1 winner. Those are the numbers that
The tragedy of the average corporate exhibition stand is that it is manned by a ‘supermarket cashier’. And its intended objectives and investment are lost…Your branch and stand are both your corporate outlets. However, potential visitors to your stand are rarely in ‘buy mode’. So how do you Sell at the exhibition stand? Read on
Customers will buy from you even when they don’t feel good about you, only because they have no option. Kenya Power with its growing customer dissatisfaction index is a classic example. Let’s cut to the chase. Customers buy for two reasons only: solutions to problems and good feelings. The former is objective, the latter subjective.
Even if he has just seen three patients in succession before you, displaying the same symptoms as you, a doctor will not infer the same diagnosis for you. Inference is a conclusion reached on the basis of evidence and reasoning. Fact is a thing that is known or proved to be true. Consider the sentence,
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