“What went wrong?” That’s the question I debrief my team with after every customer engagement. It’s how we review what happened in the previous meeting, with the intention of improving the next. This is what a small business owner...
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Dear techie zungumziaga customer, boss. Tell us what you are doing, as you are doing it. When we don’t know what you are doing, our anxiety heightens and we assume the worst. You might as well be a doctor...
Your competitor isn’t always beating you because they have a better product. Often, they have a better sales offering. Sometimes they respond faster. Explain better. Follow up consistently. Make buying easier. Remove friction. Keep their promises. Or they do...
If you just accept what the customer says you aren’t adding value. Challenge the customer. Push back. Respectfully. Let’s unpack that. Challenge the customer: being agreeable isn’t the same as being useful “I want a drill.” “Sure, here.” “Jaza...
“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling...
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...
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...
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 movingproducts. Why some products take...
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...
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...