Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis— a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about him or his (the buyer) business. Well, breaking news: he doesn’t. Assuming so, kills the sales momentum. To keep
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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
Seeing as life gives us lemons in the name of incessant traffic, instead of complaining, why not break out the tequila and salt by constructively tapping into a powerful hawking sales strategy? Hawking must be the most effective sales distribution system we have in Kenya, if not Africa. Yet, the full potentialh of hawking as
#entrepreneurship, #hawking, #informalsector, #kenyabusiness, #personalselling, #salesinnovation, #SalesStrategy, #streetvending
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
When your marketing budget is slashed, selling with no budget becomes a necessity—but it can also become your greatest competitive advantage. Businesses evolve. Sometimes they go through a rough patch and the angry CEO blatantly exposes the thorns and not the roses. “The industry is going through a difficult time. And, as you can see,
#careerdevelopment, #careergrowth, #innovation, #marketingstrategy, #professionalgrowth, #SalesLeadership, #SalesStrategy, #startupmindset
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
Employees are not hugely motivated by their employer’s reasons for change. Leadership must therefore learn how to win the hearts and minds of their staff, i.e. sell to them How to sell change in an organization The greatest stumbling block to transforming an organization’s culture is this: first, it’s not seen as a sale which
#businesstransformation, #ceo, #changemanagement, #employeeengagement, #leadership, #mckinseyinsights, #organizationalculture, #SalesStrategy, #transformtheirorganizations
“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
“Build bridges instead of walls. Bridges rhyme with the fluidity of human interaction; walls, don’t” Unfortunately, in the process of human interaction (selling),we build walls instead of bridges. Sometimes because we are human; sometimes because we are inexperienced and, sometimes, though regrettably, because we are indifferent. This article is not for the indifferent— depleting sales
#buildingbridges, #closingsales, #communicationskills, #customerrelations, #SalesStrategy, #SalesSuccess, #salestips, #salestraining
“Getting in early with the customer means being proactive, not reactive; generous, not selfish; relational, not transactional. It also propels your career and usefulness – even if you are not in selling – and gives you an unfair selling advantage.” I’m told that by 4.30 a.m. you will find owners of business on the road
#b2bsales, #businessdevelopment, #customerexperience, #earlyengagement, #networkingforsales, #proactiveselling, #relationshipselling, #salesfollowup, #salesgrowth, #SalesLeadership, #salespipeline, #salesreferrals, #SalesStrategy, #salestips, #sellingadvantage