It’s official! Even with the drastic changes in the sales landscape over the past decade, success in selling still depends on what it used to and has always done: adequate preparation. This verdict derives from professors of strategic sales from leading business and management universities globally, backed by practical, primary research from observing over 800
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There’s good reason why sellers must remain open to possibilities. You increase your sales at zero cost. Wearing blinders to only what you know lends itself to limiting the possibilities of a sale It’s a humid 34 degrees in Malindi. I must obey my thirst. I ask this vendor to sell me pineapple slices. Although he
Learn the customer habits. The customers’ habits are not for the seller to judge but for him to work with. This starts by understanding them. January blues offer an opportune time to study the peculiar Kenyan customer and what some sellers have done to accommodate him and progress the sale. The media understands him so
Back to School Shopping, Christmas Shopping in Kenya, Filing Income Tax Returns, Planning for December Holidays
Today you are at the peak of your desire to see through your 2015 resolutions. And 2015 promises to be exactly what you plan it to be. For many, this means that having reached the peak, the only way is down, and January will end with the intense desire dissipated. Many, but not you, the
LinkedIn, Sales Success Tips, Selling via Social Media Facebook, Why is it so hard to meet my New Year Resolutions
Spain’s poor performance in the World Cup taught us one thing about sales: being number one is easy; staying there, not so. Product superiority is not sales superiority. Selling is an art (emotion); a demo is a science (logic)-the demo alone may trigger the interest but won’t seal the deal. Variety spices life; too much
Interestingly, the customer does not buy because they have learnt something new. No. They buy because the seller who educates them inspires them with confidence because he comes out as an authority on the subject. Educate buyers for easy selling “Shaving your hair like that will make your scalp itch unbearably. Hair looks the same
“If only con men (people who promise beyond ability) were ethical in their selling, they would be runaway successes” It caught the attention of the Head of State and is still trending. The expose of self proclaimed Dr. Prophet Victor Kanyari as a charlatan. In the midst of all the condemnation, pause to reflect. What
Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect. Your product has limitations; it is not a panacea to all the client’s needs. This is a pill most salespeople struggle to swallow. It does not help matters when selling is seen as
When selling luxury items, with understanding in hand, and getting out of your own way, intimidation by such opulence is lessened. “A pair of shoes for Kes. 280,000. That’s a bargain for Kenya’s billionaire club.” So screamed the Daily Nation story. The story went on to report, “…that an elite group of only 25,000 people
Don’t over think it. At the end of the day, selling is a basic human interaction. Learn from social interactions. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a paralysis. And what the mind cannot handle the