Words are the most powerful tool we use when selling. It is imperative that we deploy them wisely. For instance, the word but is best avoided. It irritates; ‘but’ erects walls, instead of building bridges… Communication is the most powerful tool a salesman has. A successful sale is more a factor of how he uses
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Communication is one of the most complex, yet indispensable tool we use daily. It is made even more complex when the language of, er, communication is English. To declare competence in communication means that you have the ability to do something successfully. And because perfection doesn’t exist, competence therefore implies a perpetual work in progress.
To succeed, you learn to sell through leading, not lead through selling; the transition is not peaceful, it’s painful. It is also rewarding Transitioning from salesperson to sales leader is not peaceful- it’s painful. Many salespeople struggle with it because of the emotional turbulence it comes with; to succeed they must learn and change. Tragically,
Company processes and procedure are intended to protect, not suffocate, the company. In their stead an acceptable form of assurance will see the sale through When the client request goes against the company’s processes and policies, the average salesperson, sadly, acquiesces to fate. He loses the sale, reasoning, “It’s against procedure.” Processes and policy are
The tool of communication that the buyer uses to ‘play hard to get’ is called an objection. …The good news is that there is a finite number of challenging objections; they rarely get to ten. Effective sales managers compile appropriate responses for each into a live document and continually have their teams practice them “I
“If banks don’t embrace cultural change, they will be overtaken by tech companies.” So, Sir David Walker, ex-chairman of Barclays and Morgan Stanley told The Banker magazine. He might as well have been speaking about Saccos, MFI’s, telcos’ and financial technology (fintechs) too. Yes, fintechs.With the rapid changes in the financial sector, how players in
The progressive salesperson’s reputation is more important to him than that of the organization he represents. It is why customers still call him for assistance even after he leaves. To help us understand this better, let’s look at three scenarios. The Aggrieved Salesperson A salesperson may feel aggrieved because the employer has dragged payment of
Eliminate jargon when selling. Jargon is common knowledge for those in the same industry-not outside. Jargon is a gun many salespeople inadvertently shoot themselves in the foot with. Finally! I understood what 5mbps meant. And in the process, I was also reminded of the importance to eliminate jargon when selling. Speaking English as I call
Do unto customers as you would have them do unto you “You are so gullible. You have paid money to read something I wrote for free; would you give me a laptop for free if I asked of it from your electronics shop? No, you wouldn’t; yet here you are paying for a product that
“Successful selling is a process. It is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing. “ You’ve changed. These words are the ultimate validation for the salesperson set to take off. Regrettably, they are words few salespeople get to hear. You see,