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
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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 moving products. 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
“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
“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
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