“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
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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
Today’s article is the 101st and marks this column’s 2nd anniversary. As with any milestone, reflection is advisable. Only editorial space limits the depth to which we can reflect and so we’ll look at twelve ways in which we can connect with the buyer. After all connection is the underlying theme of Sales Pitch. 1.
#activelistening, #buyerconnection, #customereducation, #firstclassseller, #nojargon, #preparetosell, #salesattitude, #SalesClosing, #SalesSuccess, #salestips
It’s official! Even with the drastic changes in the sales landscape over the past decade, success in selling still depends on what it used to and has always done: adequate preparation. This verdict derives from professors of strategic sales from leading business and management universities globally, backed by practical, primary research from observing over 800
#activelistening, #BehavioralAnalytics, #CranfieldResearch, #MeetingMindset, #ROIMeasurement, #SalesBehavior, #SalesProductivity, #SalesSuccess, #SKOResearch