Trapped between charity and commerce, charitable organizations strive to embrace a quasi-commercial outlook. Therefore, it is imperative for their salespeople to morph at a faster rate. Now, it’s the USAID funding freeze, then it was the credit crunch. Maybe this time charitable organizations will pay attention. When the dire credit crunch happened in the West
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To thrive, sellers must take debt collection in stride. Or would they rather Finance does? If the ultimate objective of sales is to generate income, then debt collection is in itself a salesman. A reader friend of mine told me of an interesting experience he had a few years back. When he joined this firm
Is debt collection the Salesperson job?, Non Performing Loans (NPLs) in Kenyan Banks, Why salespeople don't like collecting debt
How do you get to speak in the language that connects with the buyer? By asking, “So?”. Virtually all in-house sales training busy themselves with product knowledge. So if I’m selling waste-water treatment equipment, my in-house training will focus on the types of plants we have, their specifications, what they can do and how they
Today, we address the ways how to successfully close a sale borrowing from everyday experiences.Closing a sale in business, is getting commitment to to buy. The importance of closing the sale cannot be gainsaid. It’s the whole purpose of selling. Not closing the sale is like playing football and not scoring. Here’s how you close
As long as access to information is lopsided to the seller’s advantage, buyer-beware will still trump. With information access being equal, seller-beware comes to the fore. The terrorist attack in Garissa was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers prefer other ways of consuming news.
Garissa Terrorist Attack, How the Internet has disrupted selling, Selling In The Internet Information Age, Terrorism in Kenya, To Sell Is Human
One of the challenges many salespeople face is the inability to think like a businessman.This happens because their buyers are businessmen and they are employees. One of the challenges many salespeople face is the inability to think like a businessman. In most instances they get by without having to, but in some they struggle when
Drawing a Business Plan, entrepreneurship, How to Start a Business, how to think like a businessman
Human Interaction, Managing Sales Process, Negotiations, Personal Growth
Today’s article is the 101st and marks this column’s 2nd anniversary. As with any milestone, reflection is advisable. Only editorial space limits the depth to which we can reflect and so we’ll look at twelve ways in which we can connect with the buyer. After all connection is the underlying theme of Sales Pitch. 1.
Avoid using the word ‘convenient’ when selling. Let it come from the buyer. Strive instead to get the buyer to vividly visualize how your product solves his problem. The word ‘convenient’ when selling is anything but. The same goes for terms like risk transfer and peace of mind best left on a brochure. Using the
The natural reaction to pain is to avoid it and the average seller does this in an attempt to be nice. Progressive sellers on the other hand have no qualms stretching the buyer’s pain In the counter terrorism hit series 24, protagonist Jack Bauer uses pain to acquire information. When a villain has a wound,
Aligning (instead of conflicting) your objectives to that of the buyer, will more likely progress the sale to fruition, faster. What’s the objective of a client meeting? The average seller will dismissively say, “Duh! To make a sale, of course.” The same question to the buyer will yield this sombre response: “To get information”. Conflicting
How do I make customers see the benefits of my product, HOw to show the value of a product, Solution Selling