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
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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,
My column in the Business Daily, Sales Pitch, turns three today. Today’s piece is the 151st. This makes me reflect. Did I know what I’d write about today, 150 articles ago? Of course, not. Was I skeptical I might not have something to write about? Of course, yes. Yet, here we are today. And in
Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. Your tricks work I’m sad. I’m sad because I have been misunderstood. You see, I have been excitedly told by some ardent followers of this blog that they have used “the tricks in your column and they always work.”
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with, it’s not about your product. It’s never about your product. And just so we are clear,
Dear Student, You’ve been sold a bill of goods. You’ve been deceived.Your grade does not define you. Yes, I know, your teachers, parents, relatives and all those grown-ups you look up to may have told you otherwise, and I understand why you believe them. They are your support structure. Surely, they know better. In many
Despite disruption in the finance sector in Kenya, it remains a global trailblazer. Saccos, banks and fintechs, should know that they are leading not following. They are charting their own path, not taking a well-trodden one. To survive (let alone thrive) they should also know that the sector has expanded to include telcos’ and fintechs
Financial Sector in Kenya, Fintechs, Fintechs in Kenya, Growth of Mswhari, KCB-MPESA, Sacco movement in Kenya, Stima Sacco and M-Pawa
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Communication is a complicated thing. Even when you correctly hear what the other person said, it may not be what they meant. When a customer asks for a drill, the obvious
It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve always sold and it’s always worked”, just won’t cut it. Two years ago we said here that analogue and digital are terms bandied