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
Read More
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
When the buyer asks why he should deal with you, it’s not facts he seeks, it’s emotion— a hand in marriage. “Why you?” she asks and he says, “Because your friends will be jealous of you for bagging tall, dark and handsome me. ”Vain? Yes! And that’s how you also sound when you rattle off
Houses on sale, Kenya Orient Express, What is the difference between benefits and features
Buyer behaviour, Features vs Benefits, Relationship Building
A sales manager who cannot sell is not respected by his team. Sales management without respect is severely impaired. As has been shared here before, sales is not a desk job. The desk job lends itself to structure, systems, rules, policies and regulation in the corporate pyramid. It is thus comparatively simpler for one to
Front line sales management, how do I get a good sales manager, why is sales management so difficult
To increase its chances of success, the entry level for the Business-to-Business (B2B) sale must be high….The beginning of a successful sale to a buyer who feels inferior, or has a pre-conceived bias against you, is triggered by the seller presenting himself as non-threatening. When you must have someone sell for you ‘internally’ (to his
Conflict resolution in South Sudan, Secrets to Winning the B2B sale, tenants wanted property on sale in Kenya
Human Interaction, Managing Sales Process, Relationship Building