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
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Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating enormous lifetime customer value. Think about that for a moment: if you are selling dog food,
#lifetimecustomervalue, #petindustry, #predictablerevenue, #referralmarketing, #relationshipselling, #repeatbusiness, #SalesStrategy
Sales value clarity is the difference between pushing a sale and earning one. Without sales value clarity, even the best product sounds ordinary and forgettable. If you need extreme persuasion, your offer is either unclear or simply not compelling enough. You can’t outsell a weak value proposition. A value proposition is your response to the
#buyerdecisionmaking, #buyerpsychology, #competitiveadvantage, #salesdifferentiation, #salesmessaging, #SalesStrategy, #valueproposition, #weakvalueproposition
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 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
A New Year is here. As a business what’s your plan? A Sales kickoff is a proven way to, well, kick off your sales with a bang, organization-wide,. Sales Kickoffs are also called Sales Summits or Sales Conferences. A Sales Kickoff is an annually held, premier, must-attend, organizational event; even the CEO and his executive
#AnnualSalesEvent, #Bestpracticesharing, #Crossfunctionalsynergy, #SalesAlignment, #SalesConference, #SalesPlanning, #SalesStrategy, #Salessummit
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
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
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
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’s not about your product. It’s never about your product. And just so we are clear,
#b2bsales, #buyerneeds, #customerbenefits, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess, #sellingisafriendship
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, it may not be what they meant. Effective customer communication means learning to decipher the meaning
#active listening, #b2bsales, #customercommunication, #customerinsights, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Customer Psychology, Relationship Building