Your competitor isn’t always beating you because they have a better product. Often, they have a better sales offering. Sometimes they respond faster. Explain better. Follow up consistently. Make buying easier. Remove friction. Keep their promises. Or they do all six—or, more likely, a combination of some of these. Sales is rarely just about what
Read More
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
#b2bsales, #challengethecustomer, #customerinsights, #salescoaching, #salesgrowth, #SalesLeadership, #SalesStrategy, #salestips, #valueaddedselling
Awareness & Education: "The Problem", Sales Strategy & Process
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
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
The golden rule in sales: do unto customers as you would have them do unto you “You are so gullible. You clicked on this article voluntarily. Nobody forced you. And now you want to complain about how I write? Would you walk into a shop, pick up a product, and then demand the shopkeeper change
#b2bsales, #CustomerService, #goldenruleinsales, #salescoaching, #salesethics, #salesmindset, #SalesSuccess, #salestips, #trustbasedselling