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...
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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...
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...
The golden rule in sales: do unto customers as you would have them do unto you “You are so gullible. You clicked on this article voluntarily. Nobody forced you. And now you want to complain about how I write?...
“Successful selling is a process. It is about being, not doing. Successful sales managers midwife the being process because they know it inevitably delivers success in the doing.” “You’ve changed.” These words are the ultimate validation for the salesperson...
What does it take to write a weekly blog for years? The same thing it takes to thrive in sales: patience, discipline, persistence, and a willingness to face rejection. Writing and selling are remarkably similar. This article is the...
Selling is not tricking—it’s helping. It’s selling with integrity. Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. “Your tricks work” I’m sad. I’m sad because I have been misunderstood. You see,...
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with,...
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said,...
Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve...