If you just accept what the customer says you aren’t adding value. Challenge the customer. Push back. Respectfully. Let’s unpack that. Challenge the customer: being agreeable isn’t the same as being useful “I want a drill.” “Sure, here.” “Jaza tank” “Sawa, nifungulie.” “I want a Money Market Fund.” “Sure, fill out these forms.” Yes, I
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Be prepared to present in 2 minutes what you had rehearsed over 20 hours to present in 20 minutes. Be prepared with an elastic presentation. This is the reality of presentations. Why your 20-minute slot never lasts 20 minutes Customers will tell you, you have a 20-minute slot and they mean it. But then life
#aligningpresentationgoalswithcustomeroutcomes, #customerengagement, #elasticpresentation, #pitchperfect, #presentationmastery, #presentationskills, #publicspeaking, #SalesStrategy, #salestips, #timemanagement, sales AI tools
“Have I actually communicated why I’m worth it?” Do they know, for instance, that your liquid formulation herbicide is easier to measure than the competitor’s cheaper powder form? Or are you obsessed with, “We (it’s never I) are struggling to sell because we are expensive. We need to lower our price.” Maybe. But first, before
#agribusiness, #b2bsales, #customervalue, #negotiationskills, #pricingstrategy, #salesmindset, #SalesStrategy, #salestips, #valueselling
I’m in a witty mood today, so allow me to share a few witty sales truths because… well… they’re true. 1. Sales should be an Olympic sport. Forget the 100 metres. Try chasing a prospect for three months only to hear, “Can you call me next week?” Sales is physically demanding. The events include chasing
#curiosityovertenure, #humanconnectionwins, #lessonsfromsalesfailure, #salesmindset, #salesrejectiontruths, #salestips, #salestruths, #staminabeatstech
A “let me think it over” likely means you didn’t close the gap between their problem and your solution. Go back. “That’s ok. To help you do so, let’s review the main points we discussed.“ This simple action serves two purposes: It helps you retrace your steps and pick the ball where you inadvertently dropped
#b2bsales, #BusinessTips, #buyerhesitation, #closingsales, #closingtechniques, #ConsultativeSelling, #ObjectionHandling, #salesobjections, #salesprocess, #salespsychology, #salesrecovery, #SalesStrategy, #salestips, #sellingskills, #stalledsales
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
Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Use the 3Ps—Prospect, Patterns, and People—to jumpstart your sales and turn a slow month into a productive one. Perhaps the only active sales in January are back-to-school shopping, fare-paying passengers travelling back to the city, and the crooked traffic cop
#b2bsales, #internalcollaboration, #januaryblues, #prospecting, #salescoaching, #salesgrowth, #SalesPlanning, #SalesStrategy, #salestips
Awareness & Education: "The Problem", Sales Strategy & Process
We are at the tail end of the year..Let us look at the valuable lessons in sales we’ve shared across it. As is tradition, and in keeping with the New Year cheer, herewith are highlights of the Sales Pitch year. This year promises to be exactly the year you want it to be. So this
#b2bsales, #salesgrowth, #saleslessons, #salesmastery, #SalesSuccess, #salestips, #saleswisdom, #sellingskills
Risk-taking comes with the sales territory; it is inevitable if the seller is to grow The Pope was in town several years ago. The Catholic faithful brought Nairobi to a standstill. The last time a religious event experienced that much hype was the beatification (first time I ever heard that word) of Sr. Irene Stefani
#b2bsales, #calculatedrisks, #careergrowth, #professionaldevelopment, #risktaking, #SalesLeadership, #SalesStrategy, #SalesSuccess, #salestips
Anyone interacting with a customer should borrow a leaf from what we commonly refer to as roadside sellers. Again and again, I see informal sector sellers thriving more than formal ones. The lessons from street vendors and road side sellers are simple, powerful, and rarely practiced in the corporate world. What is it that we
#informalsector, #ke, #roadsidevendors, #salescoaching, #salesgrowth, #salestips, #salestraining, #streetvendors