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
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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
“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
Demand creation and satisfaction, The purpose of business, there is no marketing only sales, why knowing your customer is important in fighting fraud
Managing Sales Process, Personal Growth, Relationship Building
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.
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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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