Sales Articles

How To successfully ‘hack’ jargon (not IEBC) when selling

It’s not easy ‘speaking in English’, especially for an expert (and every seller is one). And yet, the fact that your larger audience is almost always lay, the importance of doing so cannot be gainsaid. Obfuscation. Chicanery. Subterfuge. Experts say these are the ingredients of successful politics; flummoxing the audience to leave them nonplussed. Unfortunately,

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How your title and the organizational structure may impede the sale

Don’t hold your breath for long, hoping to lean on “marketing took up my time” as a reason for explaining the shortfall in numbers. No one will buy it. Here are organizational aspects that may impede the sale. Titles Your title is meant to portray what your employer wants to project of himself through

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Product and price are only two of seven P’s you can use to close faster

You were lied to. The 7Ps of marketing, for which product and price are a part of, aren’t. They are also the 7Ps of finance, of administration of human resources, of ICT, of operations, and even, of sales. They are the 7Ps of business. As a reminder they are product, price, place (distribution), promotion (marketing),

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Be practical about the buyer’s problem and accelerate the sale

Repeating the tag line of your (outsourcing company) company verbatim, ‘Do what you like, and let us handle the rest’ only serves to force the buyer to think how it applies to him and lengthens the sale that much more. To accelerate the sale, be practical about how your product solves the buyer’s problem. Regular

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Asking self-interrogation questions increases chances of closing sale

Asking Self-Interrogation Questions like Why am I selling this?, So what? and, Why Should they buy?…Answer these three questions before you pitch and you will significantly increase your chances of closing ‘The problem with schooling is that we are taught to answer questions- not ask them.’ I once read this somewhere. And yet the Bible

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A Demonstration Makes The Presentation Easier But You Must Close The Sale

Demonstration makes presentation easier for the seller. Equally, the more the buyer’s senses the demonstration interacts with, the higher the chances of making the sale, as the connection created is magnetic. (That’s why fries are so addictive.) A demonstration is not the sale. It’s merely a presentation. An effective one I’ll admit, but a presentation

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Scientific Sellers must Adopt Artistic Skills for Successful Closes

1+1=2 is scientific. When selling, the answer depends on how the question is perceived. As such it could be an is equal to sign, or the number eleven, or two ones, or… Selling is not a science. This is what sellers that are scientists (app developers, crop consultants, engineers, IT experts, even accountants) quickly and

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Beat the competition – Sell to buyer’s real reason for buying

On the surface these look like genuine reasons to buy; but they are no different than being invited to buy a shirt because “it will cover your nakedness”. Why do buyers really buy your product or service? Chew on that; we’ll come back to it. In my classes, whenever I ask the question, “Why

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Technology is intended to make your selling easier-not do it for you

Yeah…Go ahead and connect with me on LinkedIn and pitch me a few seconds later, about this crazy offer on land or shoes or investment you have. When you do so, I don’t think you are being efficient. You are merely magnifying your inefficiency in prospecting.  “The first rule of technology used in a business,”

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