“Forget job titles. There is no sales. There is no service. Choose wisely. There is only profitable service.” “Which is superior? Sales or Service?” I get asked this question, or a variant of it, a lot. It’s also a never-ending debate between field sales people and office staff (commonly referred to as customer service, technical
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The trick is to shorten your learning curve by making the duration to perfection a factor of frequency more than a factor of time. Pitch as many times as humanly possible, improving with each successive attempt based on progressive lessons learnt. An account winning pitch takes time to bake. As with every new skill, even
Designing the perfect pitch, Elements of an effective presentation, How to deliver an winning presentation pitch
No buyer is concerned with your product or service (yes, you too have one you are selling). Your buyers (yes, you have those too) are only interested in what your service or product can do for THEM. How will it benefit THEM? So, embrace selling even if you are not a salesperson Embrace selling even
How to ask for a raise, how to show the benefit to the buyer, McKinsey & Company on culture change
Buyer behaviour, Features vs Benefits, Organizational Culture
Style is also personality dependent. For instance, does the buyer interrupt a lot? And if so, it is your responsibility to remember where the conversation veered off. Adapt to the buyer. One more advantage of taking notes as he speaks. Selling is about as close a human interaction can come to, as a romantic relationship.
how do I make the customer give me priority, Is it ok to use social media to communicate with client, which is best way to communicate with client, Why are some customers so difficult to understand
Tribe is not a bad thing; it’s just twisted to be so. When one is obviously struggling to speak in English or Kiswahili and, judging from their accent or name, you switch to speaking in one’s vernacular, an emotional bond is quickly formed. You Connect With The Customer “You are so anti-jargon,” a reader told
Anybody can ask a question. But to to thrive in selling requires one to ask insightful questions.Insightful questions don’t merely yield knowledge- they shed revelation by eliciting a protracted response. The importance of asking insightful questions in selling cannot be gainsaid. Insightful questions lead to a faster, bigger and better close. Faster because, once you
Customers don’t know what they want. It is a sad truth, rarely verbalized. So treat customers like patients. Help treat their pain through insightful questions, thought through before the meeting Customers are like patients. Sell to them like a doctor. When you are feeling unwell and visit the doctor, the only thing you know is
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When you have a customer ‘cornered’, instead of chest thumping for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong he’s still right. I learnt from a security expert, that riot police have several techniques at their disposal to disperse a riotous crowd. This was after one of the anti-IEBC
anti-IEBC protests by CORD, How to peacefully quell riots, Isaack Hassan response to protests, Teargas Monday
Attitude, Buyer behaviour, Communication breakdown, Education
Driven more by esteem than need, buyers want all the trending bells and whistles in a product. And yet, will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the
Do customers know what they want?, How to eliminate jargon when selling, How to simplify the sale, Maslow's Hierarchy of needs and selling
Buyer behaviour, Education, Features vs Benefits, Technology
If you had bet KShs 200,000 on Leicester City Football Club winning the English Premier League (EPL) last year, you’d be worth one billion shillings now. And what would you have learnt? Nothing. The seductive, aromatic and hypnotic smell of betting frenzy is in the air. Able bodied men and women are flocking cyber cafés.