Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
Read More
When you have a customer ‘cornered’, instead of thumping your chest for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong, he’s still right. I learnt from a security expert that riot police have...
Your sales reputation is more important than the reputation of the organization you represent. It is why customers still call you for assistance long after you leave.. To help us understand this better, let’s look at three scenarios. The...
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?...
Selling is not tricking—it’s helping. It’s selling with integrity. Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. “Your tricks work” I’m sad. I’m sad because I have been misunderstood. You see,...
Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis— a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about him or his...
Information used to flow one way, from seller to buyer. Today, the buyer is flooded with data, opinions, and reviews—they often know more about your product than you do. Building relationships over chasing transactions is more relevant today than...
Make the sale about the buyer, not you. It’s never about you anyway…. Once the buyer feels understood, proceed to show him why what he wants is not feasible “I’m selling handkerchiefs. Please buy one. I’m selling them to...
To begin with, I was recently invited to a sales achievement awards ceremony and five things stood out for me. Today I share one. Sell ethically for sustainability. Next week. I’ll share the rest. Now. Like in any other...