“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
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Put buyers first. Fighting to be in a scoring position to do this, may mean letting go of sales sometimes. Which is fine if that was the only way to assist the buyer get what he needs. “Always fight to be in a scoring position.” So, a Director of Business Development reader friend of mine
#buyersinterest, #ConsultativeSelling, #customercentric, #customerfirst, #relationshipselling, #salespsychology, #SalesStrategy, #saleswinningposition
“When I first heard about the cloud, I thought the information was held somewhere in the skies.” I was told this by the CEO of a thriving IT solutions firm. If you know what ‘the ‘cloud’, in computer terminology, means, you must be laughing. Don’t! That’s how you lose sales. By assuming buyers know, and
#businesscommunication, #communicationskills, #kenyabusiness, #professionaldevelopment, #salesadvice, #salesandmarketing, #SalesStrategy, #salestechniques, #salestips, #salestraining, #simplicityinsales
“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting — and following through to getting the appointent—remains the most important step in the sales cycle. All others cannot manifest if there’s no one to work them on.” So, forget closing the sale; just get the
#b2bsales, #gettheappointment, #prospectingisselling, #salesmindset, #SalesProductivity, #SalesStrategy, #salestips, #sellingskills
“Research and explore to get close to the need with the focus of a rifle than hope for the best with the pellets from a shotgun” The umbrellas are on sale in the streets. With the chronic blackouts lately, lanterns and emergency lights are too. Hawkers seem to always have just what you need. And
#buyerinsights, #customercraving, #explorenotassume, #hiddenneeds, #riflevsshotgun, #salesresearch, #SalesStrategy
It is the consummate seller who is able to resist the urge to volunteer (unnecessary) details of what the product can do, and stick to selling to different segments in an organization. A business to business sale many times requires the presentation to be done across different cadre before it is consummated. Few sellers do
#b2bsales, #layemployees, #managementselling, #organizationalbuying, #ProfessionalSelling, #salespresentation, #SalesStrategy, #salestips, #sellingtosegments, #specialistselling
To thrive, sellers must take debt collection in stride. Or would they rather Finance does? If the ultimate objective of sales is to generate income, then debt collection is in itself a salesman. A reader friend of mine told me of an interesting experience he had a few years back. When he joined this firm
#accountreceivable, #b2bsales, #businessfinance, #businessgrowth, #cashflow, #collectionsstrategy, #customerrelationship, #debtcollection, #paymentcollection, #salesaccountability, #salescompletion, #SalesLeadership, #salesmanship, #SalesStrategy, #salestips
One of the challenges many salespeople face is the inability to think like a businessman. This happens because their buyers are businessmen and they are employees. One of the challenges many salespeople face is the inability to think like a businessman. In most instances they get by without having to, but in some they struggle when
#b2bsales, #businessownermindset, #employeevsbusinessman, #fmcg, #fmcgsales, #kenyabusiness, #SalesStrategy, #SalesSuccess, #salestraining, #thinklikeabusinessowner
Something interesting happened to me as I was fueling recently. A hawker walked up to my car and politely asked if he could tell me something about the wipers. Intrigued, and not being much of a car enthusiast, I agreed. And the ensuing sale inspired these three lessons in selling from a hawker But first,
#b2bsales, #learnfromanyone, #salesgrowth., #saleslessons, #salesprofessional, #SalesStrategy, #salestraining, #sellingtips
Hunger the quality that separates. A labourer’s appetite works for him, the Bible proclaims; his hunger drives him on. Hunger. The mark of a true salesman. What makes the newspaper vendor trot after you in traffic? Hunger. Hunger makes the hawker I met in the evening traffic the other day plead as a tactic to
#b2bsales, #salesdrive, #saleshunger, #salesmindset, #salesmotivation, #SalesStrategy, #SalesSuccess, #topsales