The inability to speak the respective buyer’s language just prolongs the sale or loses it altogether. Customize your product’s value argument across the organization’s hierarchy. This is an indispensable ingredient for success in the business-to-business (B2B) sale. The B2B sale is one where an organization sells to another organization. For instance, an engineering firm selling
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Say only what is necessary to close. Imagine having to wait until the girl knows everything about you before trying to kiss her. Likely, there’ll be no girl to kiss by then. How do you successfully close a sale? Say just enough to close.Limit your pitch to what is necessary to close. This advice tends
A salesperson’s performance is limited to the extent of his craving What do these three sellers have in common? The hawker who runs after you in traffic to complete the sale (or, start one because you showed interest in his wares). The seller at the stall who enthusiastically beckons you to his store with, “Karibu
Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”. Or, “Competitor K’s service is priced lower than ours.” Or, “Competitor L
Invite more and inform less. Inviting sells more than informing does. Inviting builds bridges; informing doesn’t. Inviting explores, informing limits. When a customer says, “Yes” to, “Have you heard about our revolutionary four way transformer?”, informing proceeds to sell, possibly realising too late that buyer and seller are not on the same page; knowing this,
As this column has averred, there is no sales, there is no service; there is only profitable service. Therefore, in keeping with this, today’s message goes to those who see themselves as only service- and not sales-oriented.The importance of the extra sale cannot be gainsaid. To grow yourself, the customer, and therefore, the business, it
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
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