2016 will be over this Saturday. In keeping with end year tradition, herewith the Sales Pitch highlights of this year. On the twelfth month of Sales Pitch my ‘true love’ sent to me, the importance of painting a picture using practical relevant to the buyer examples for him to ‘get it’. On the eleventh month
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If you can’t beat them, join them. That’s why fares will hike. Prices will spike. Loyalty points will double. Penalties will surge. Salary advances will thrive. Christmas season is here. And purchasing logic isn’t. This festive season brings out the essence of the Kenyan buyer. Christmas period, just as with child delivery, is an emergency
Any speech beyond three to five minutes is too long for an end-of-year speech. And whereas laughter is the most receptive state of an audience, you don’t have to be a comedian to attain it. In any case, that’s not how to win the boss over. The end of the year draws nigh. End of
Selling is emotional and only the seller can take the buyer on that emotional journey. Selling products versus selling services. What’s the difference? Of course it’s not black and white especially when human interaction manifests. Still, selling the two calls for similar principles, but different techniques. Products are wares which are tangible. Like the loaf
You lose the sale when you don’t see things from the buyer’s perspective; not only are you not on the same page, you are reading different books. Help the buyer ‘see’ it. Paint a picture from his perspective. Simplify the sale. Take the fellow effortlessly selling water storage tanks. He does not stop at, “This
Acknowledge, stoop to conquer and engage, for juicy dividends Whether you are in direct selling or not, there are several non-selling actions you make, or don’t, that get, or lose, you the sale. These go beyond the seasonal and traditional marketing merchandise and birthday/anniversary gifts. Here are three such. Acknowledgement The most fundamental need for
CEO’s are not Sales Managers and vice versa. Company profits are not sales commissions. A business is not a sales team and fraud has no place in either. Welcome to the Wells Fargo (Bank) scandal. When you run a business the way you would a sales team, the results cannot be good. Throw ethics out
What struck me most is their flexibility and perseverance. How con men have possibly realized the successes with the more common texts were diminishing, and had therefore upped their pitch to calling. You really must admire the tenacity of a con artist. Last month I got a call from a gentleman who professionally identified himself
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
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