Show up unannounced…say you have something to show…and more So the prospect (possible buyer) is refusing to see you. What to do? First, it is not necessarily a given that him not seeing you means he is avoiding you. He could be genuinely busy with other more pressing matters, or, waiting to give you something
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When a woman says, “We should…” almost always she means, “You should…” So, when selling…. Most likely that salesperson you admire, keeps taking the cake because of her choice of words when selling. Appropriate word usage is indispensable to successful selling. This has got nothing to do with being an accomplished linguist. Far from it.
Options offer the buyer a sense of control. “I’m the one making the decision,” she feels. “Would you like to sign with the blue pen or the black one?” This is a technique in closing. It’s an example of what is called an alternative close. When you stop to think about it, does it really
Attacking is deftly persisting through every challenge coming your sales way without losing your enthusiasm. And persistence is an admirable quality-even to those who do not manifest it. While attending a funeral out of town last Friday, I was reminded of the importance of persistence to successful selling. Several hawkers were present, each selling the
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
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 realizing 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