A “let me think it over” likely means you didn’t close the gap between their problem and your solution. Go back. “That’s ok. To help you do so, let’s review the main points we discussed.“ This simple action serves two purposes: It helps you retrace your steps and pick the ball where you inadvertently dropped
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Counterintuitive as it may sound, cheap products are the hardest to sell — for both businesses and their salespeople. The assumption that “lower price equals easier sale” is a dangerous myth. Salespeople who blame price for poor results will be surprised to know they’re not entirely valid. And businesses that focus on being the cheapest
#b2bsales, #cheapitemstosell, #counterintuitive, #pricingpsychology, #SalesStrategy, #sellingcheapproducts, #valueoverprice
Some products take longer to sell than others. They have a long sales cycle. Understand yours and work on mitigating this inevitability. Today, we look at some of the ways how to sell slow moving products. Why some products take longer to sell But first, why the long sales cycle? Various reasons exist for this: emotional
#b2bsales, #businessgrowth, #jimiwanjigiodiousdebt, #kenyanbusiness, #leadnurturing, #salesadvice, #salescycle, #SalesStrategy, #salestips, #slowmovinginventory
Always have a next steps step in B2B selling. The best B2B sales process or selling strategy is one that is deliberate with an activity to keep the sale going. Besides ensuring continuity of the sale, it signals the seller’s stamina for the long haul post sale. B2B sales process description First off, a working
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The irony of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective
#adaptyourpresentation, #b2bsales, #B2Bsalesclosing, #BuyerCentricSelling, #executivebuyer, #focusonefficiency, #salespresentation, #SalesStrategy, #technicalbuyer
Risk-taking comes with the sales territory; it is inevitable if the seller is to grow The Pope was in town several years ago. The Catholic faithful brought Nairobi to a standstill. The last time a religious event experienced that much hype was the beatification (first time I ever heard that word) of Sr. Irene Stefani
#b2bsales, #calculatedrisks, #careergrowth, #professionaldevelopment, #risktaking, #SalesLeadership, #SalesStrategy, #SalesSuccess, #salestips
Information used to flow one way, from seller to buyer. Today, the buyer is flooded with data, opinions, and reviews—they often know more about your product than you do. Building relationships over chasing transactions is more relevant today than ever. A decade ago, the internet was just beginning to shift the balance of power. Now,
#b2bsales, #customerrelationships, #longtermgrowth, #relationselselling, #salescoaching, #salesmindset, #SalesStrategy, #trustbasedselling
Gossip sells. Possibly this is the reason why some sellers assume it’ll work for them. What they forget is that gossip sells in ‘hiding’ and where there is no ownership-not out in the open. Pitching to a buyer by rubbishing another is counterproductive. If we cut to the chase, it’s basic gossip. It manifests itself
#b2bsales, #competitoranalysis, #professionalism, #salescredibility, #salesethics, #SalesStrategy, #salestips, #winningdeals
3 lessons in selling from matatu!? You must think I’ve lost it, huh? What lessons can one possibly learn from the manic matatu crew?! Well, here’s three. 1: There is always a way Somehow, the matatu driver will always find a way forward. He will overlap, use the wrong lane to get on to another
#b2bsales, #matatuculture, #nevergiveup, #prospecting, #saleshacks, #SalesLeadership, #salespersistence, #SalesStrategy, #salestips, #teamwork, #teamworkinsales
“Price is objective; value is subjective. Success in selling lies in marrying the two” “How much?” Crunch time in selling and sheer agony for many sellers. Is there a perfect way to deal with this objection? Unless you’re the sole vendor of the must have product (electricity, KPLC, for instance), no there isn’t. Price can
#b2bsales, #closingdeals, #negotiationskills, #priceobjection, #SalesStrategy, #salestips, #salestraining, #valueselling