When you have a customer ‘cornered’, instead of chest thumping for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong he’s still right. I learnt from a security expert, that riot police have several techniques at their disposal to disperse a riotous crowd. This was after one of the anti-IEBC
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Driven more by esteem than need, buyers want all the trending bells and whistles in a product. And yet, will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the
Do customers know what they want?, How to eliminate jargon when selling, How to simplify the sale, Maslow's Hierarchy of needs and selling
Buyer behaviour, Education, Features vs Benefits, Technology
In 2016, Leicester City won the English Premier League at 5,000-to-1 odds. Meaning if you had bet KShs. 200,000, you’d have made a billion. It was the greatest long shot in sports betting history. And what would the lucky few who bet on them have learnt? Nothing The seductive, aromatic, and hypnotic smell of betting
#b2bsales, #bettinginsales, #salescoaching, #salesdiscipline, #salesgrowth, #salesmindset, #salespreparation, #salesprospecting, #SalesSuccess, #sportsbettingkenya
Awareness & Education: "The Problem", Sales Mindset & Skills
Words are the most powerful tool we use when selling. It is imperative that we deploy them wisely. Especially, avoid but in sales Communication is the most powerful tool a salesman has. A successful sale is more a factor of how he uses words than it is how useful or not his product is. Word
#avoidbutinsales, #b2bsales, #ObjectionHandling, #salescoaching, #SalesCommunication, #saleslanguage, #SalesStrategy, #SalesSuccess, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
Communication is one of the most complex, yet indispensable tools 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.
#B2B, #businessenglish, #careergrowth, #communicationcompetence, #communicationtips, #languageskills, #professionalcommunication, #salescoaching, #SalesSuccess
Awareness & Education: "The Problem", Sales Mindset & Skills
To succeed, you learn to sell through leading, not lead through selling. The sales leader 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 brings. To succeed, they must learn and change. Tragically,
#B2B, #leadershipdevelopment, #newmanager, #salescoaching, #salesgrowth, #SalesLeadership, #salesleadertransition, #salesmanagement, #SalesSuccess
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
Your sales reputation is more important than the reputation of the organization you represent. It is why customers still call you for assistance long after you leave.. 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 his commissions
#b2bsales, #personalbranding, #salescareer, #salescoaching, #salesethics, #salesmindset, #salesreputation, #SalesSuccess, #trustbasedselling
Awareness & Education: "The Problem", Sales Mindset & Skills
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 of eliminating jargon when selling—or what I call “Speaking English”
#salescoaching, #SalesCommunication, #salesjargon, #SalesStrategy, #SalesSuccess, #salestips, #speakenglish
Awareness & Education: "The Problem", Sales Strategy & Process