Disrupted banks, media, and businesses have to sell to customer benefits not the businesses features. This calls, not for a transformation, but evolution of business. After all, “Innovation is not just another app”, so Prof. Patrick Njoroge, CBK Governor, reminded banks To begin with, customers don’t buy the features of your product. Customers buy the
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Despite sellers being largely (almost solely) to blame for the mistrust of salespeople, ironically it is still sellers who can mend it. After all, every product or service must be sold. Get over the buyer’s caution. It’s not personal. But still, take it personally. Confused? Read on. To begin with, the first reaction by the
One research showed that life insurance agents that were optimists sold 37 per cent more insurance in their first two years than did pessimists. Optimism: hopefulness and confidence about the future or the successful outcome of something. Optimism is not idle banter for a salesperson; neither is it feel good talk by a motivational speaker.
Driven by the desire to make a quick sale, it is easy to lose sight of what business you are in and who feeds it. It is amazing the sales lessons you can glean from simple, common experiences. Two happened to me which have inspired this article. One early morning, sixteen years ago, in a
Are Kenyan banks too big to fail? The digital migration tsunami announced its impending media disruption a whole decade in advance. It is instructive that half a century old giant Kenyan media houses tuned into denial mode. Are Kenyan banks too big to fail? Why? That’s what some financial institutions were deemed to be at
“Why would you want to interrupt a conversation that is to your advantage?” Success in selling is not just about what you say. Sometimes what you do shoots you in your foot. These three mannerisms work against the seller, possibly losing him the sale. Cell phone etiquette. Francis (RIP), salesperson par excellence, once told me
how do I improve my listening skills, Is it ok to comment on customer's photos, Should I switch off my cell phone during a sales interview
Getting to “I have a guy” status is a long term game because people take time to trust you. Nonetheless, there is selfish reason why you should aim for it… “I have a guy…” These are words every salesperson should aspire to. They are words that position you as the go-to person. And they are
Death of a salesman, how do I make more closes, I have a guy, selling in the Internet Age
Attitude, Buyer behaviour, Closing, Relationship Building, Uncategorized
Buying means making a change in his circumstances, and the instinctive reaction to change is resistance. It is for this reason that buyers will generally raise objections. Almost always, assurance is what they want in response Chances are that, a lady you are interested in will give this or that excuse for not accepting your
Make opening about the buyer. Include these three qualities: brevity, succinctness, and being gripping. Remember the objective is to engage… “Boss. Hiyo wiper yako ikipiga, itaharibu kioo” Told to me by a hawker, this is the most gripping opening of any sale I’ve heard. In only seven words he had my full attention. He did
Best pick up lines for a girl, Effective ways to approach prospects, How to get the buyer's attention
How sales people’s lack of innate personal commitment affects business and what sales managers can do about it It is difficult to grow as a salesperson if you don’t have personal reason to. Scratch that! It is impossible to learn, mature and expand as a salesperson if you do not have personal purpose to. A