Be prepared to close the sale. Carrying forty forms is a much lesser burden than transferring the responsibility, and therefore accountability, of sale completion to the buyer. It lasts for a second. Literally. That fleeting opportunity the girl gives the boy when the first kiss is imminent. And then it passes. Exploited or wasted. This
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“Any of the vague responses shared compound the sales challenge further because they are not only hazy, they are impossible to elicit a useful response to the request, “Please refer me to anyone wealthy (or, who wants a loan)” Who is your prospect? The inability to respond with clarity to this question is the cause
Don’t just cower and hope for the best-see this as an opportunity to make a sale Covert a bad customer experience into a sale. How? By going beyond accepting responsibility, and offering potential sales alternatives. This is especially relevant to office based customer facing staff. For instance, a fire-breathing customer, incensed by how he has
And many formal sellers (consultants, for instance) would be happy to charge, than show you, how to resolve a problem you can, yourself. I love my plumber. As for my (former) mechanic, not so much. Twice my plumber has refused a job, instead insisting that I resolve it myself. No, he wasn’t being rude; just
Imagine how frustrating it must be selling the process of getting a sacco loan complete with guarantors to tech-savvy Generation Y. Make what you can sell, don’t sell what you can make. This is the mantra start-ups are forever reminded of. It is also relevant to existing businesses overtaken by time. The curse of many
A goal crystallizes the purpose of the meeting; it focuses the seller to a specific thing and with this, he will most likely find himself customizing his presentation accordingly To make your client meetings productive, have a quantifiable goal. Office meetings are a common tool of business. Paradoxically, many attendees (even sales people in sales
An effective close is the result of a process; it doesn’t happen by solely focusing on it (the result) without building the momentum to it. Effective closing statements and techniques come in handy. Phew! The fabled 91 days of January have officially come to a close. And closing is what I’d like to talk about
With all its unexpected objections, aborted meetings and painful rejections, selling can be very frustrating…but blaming your customers for your inability to sell is the beginning of your end. Today I wish to share and interpret some of my favourite quotes in a bid to spur your selling in 2018. “You are serving a customer,
“I stopped drinking on credit after the very first bill I received,” a friend of mine said, still visibly shaken from the memory. “I realised” he went on, “that I was overly generous when I wasn’t feeling the pinch of a cash transaction.” So, it’s sill January and customers aren’t buying. Resigning to fate is
Forge or mend relationships with the indispensable players in your sales chain, Compliments of the New Year. With our turbulent politics behind us, 2018 promises to be much better than 2017, experts say. Meaning, sales can only get better. Here are three things to get your sales juices gushing. Your employer is impatient “It’s only