Money does not motivate salespeople; it may some, not all. Meaning increased monetary rewards are not a panacea to incentivizing all sellers.| Lend Me Your Ears
Your proposal is not the presentation. If you did not connect with the buyer during the pitch, you will not with your proposal. So, treat...| Lend Me Your Ears
You were lied to. The 7Ps of marketing, for which product and price are a part of, aren’t. They are also the 7Ps of finance, of administration| Lend Me Your Ears
Buying means making a change in his circumstances, and the instinctive reaction to change is resistance. It is for this reason that buyers will generally raise objections. Almost always, assurance is what they want in response Chances are that, a lady you are interested in will give this or that excuse for not accepting your […]| Lend Me Your Ears
The tool of communication that the buyer uses to ‘play hard to get’ is called an objection. …The good news is that there is a finite number of challenging objections; they rarely get to ten. Effective sales managers compile appropriate responses for each into a live document and continually have their teams practice them “I […]| Lend Me Your Ears
Objections are the archenemy of the average seller. The inability to handle objections is debilitating to the sales process. I’ll wager that easily over half of your pregnant sales abort because of this handicap “I’ve never heard of you”, the prospective buyer says. “How do I give you my money to invest for me?” The […]| Lend Me Your Ears
Over the years, we have sieved delivering a successful presentation into 5 Rs. Representation, repertoire, research, rehearsal and repetition| Lend Me Your Ears
Unlock your leadership potential with our comprehensive leadership training in Kenya. Gain essential skills, empower teams, and lead with...| Lend Me Your Ears
3 reasons why you should help customers make purchase decisions. Avoid 'dirty' word, selling. Align your purpose to buyer. Customer retention| Lend Me Your Ears
Market development builds credibility and trust. You are not there just for the bouquets but for the barbs too. It pays to develop a market; the more in business to customer selling like a bank or insurance agent does. Market development is focusing your energies in one or two large markets as opposed to scattering […]| Lend Me Your Ears
Persistence and the art of connecting the dots pave the path to success in selling. They are cornerstones of the sales odyssey. Here are two..| Lend Me Your Ears
If they don’t buy you, they won’t buy what you are selling. You are as much a product as the one you are selling. Even if you are the best in| Lend Me Your Ears
Quit showing desperation when selling. Because, instead of a solution, you present a begging bowl. And the buyer treats you as such, and you| Lend Me Your Ears
There are many lessons in prospecting from political campaigning, but I will confine myself to three. First though, prospecting is the never| Lend Me Your Ears
A sales manager who cannot sell is not respected by his team. Sales management without respect is severely impaired. As has been shared here before, sales is not a desk job. The desk job lends itself to structure, systems, rules, policies and regulation in the corporate pyramid. It is thus comparatively simpler for one to […]| Lend Me Your Ears
Good sales people leave for different reasons and when it happens, it usually catches everyone off guard. Jaws drop. Managers shake their head| Lend Me Your Ears
Close Faster Simplify the Sale. The buyer isn’t asking to get the nuts and bolts of the situation. All he needs is assurance and confidence.| Lend Me Your Ears
But first, what is a sales funnel, how do you create a sales funnel, and what are the benefits of a sales funnel? Contrary to popular belief,| Lend Me Your Ears
Show confidence when selling. “No matter the economy of the jungle l can never eat grass. It’s not pride, it’s just who l am.” What about you| Lend Me Your Ears
Do you exude personal development in sales, worthy of emulation? To paraphrase the Shawshank Redemption, "Get busy selling, or get busy..."| Lend Me Your Ears
An organization can frustrate and therefore lose a sale because of its processes. Are your internal processes losing our company sales? It...| Lend Me Your Ears
Why do people buy or not buy your product? “People don't buy their way into something they buy their way out of it.” But what does this mean?| Lend Me Your Ears
The importance of the sales cycle cannot be diminished. However, the sales cycle won’t work if you don’t. The length of the sales cycle is up| Lend Me Your Ears
Following instructions, instead of following through, will keep you busy, and keep the peace. You will avoid the hard sales conversations for.| Lend Me Your Ears
Ask for sales referrals. Prospects don’t volunteer them unsolicited. A sales referral is perhaps the most powerful weapon in a sales person’s| Lend Me Your Ears
Research and explore through questions, to get close to the need with the focus of a rifle than hope for the best with the pellets from a ...| Lend Me Your Ears
Did you know that your competition sees your weakness as strength? It never ceases to amaze me how, when doing a comparative market analysis, sellers (say, of This Company) are quick to lament thus: “Competitor J’s product has a higher torque than ours”. Or, “Competitor K’s service is priced lower than ours.” Or, “Competitor L […]| Lend Me Your Ears
Align your objectives to buyer's for a faster close. Conflicting objectives (you are selling he is seeking information) impede progress as...| Lend Me Your Ears
Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect.| Lend Me Your Ears
If you don’t measure sales performance, measuring results instead, good luck! Measuring process is King, measuring results is vanity.| Lend Me Your Ears
The sales cycle is only a cyclic on paper. In practice, it’s as jagged as a hunting knife. Therefore, treat the sales cycle as a guideline,| Lend Me Your Ears
Create a buyer aligned sales process. It works to accelerate the sale. Insisting on a non-aligned procedure will just give you an ulcer. And,| Lend Me Your Ears
Will your sale survive the close? Driven by immediate and often selfish gain, most salespeople do not see beyond the sale. The gain isn’t....| Lend Me Your Ears
A hawker politely asked if he could tell me something about my car's wipers. The ensuing sale inspired these lessons in selling from a hawker| Lend Me Your Ears
Instead of telling your buyer that he’s wrong, help him come to a different conclusion of his own accord. What separates a stellar seller from an average one is the number and quality of responses they have to objections. Objections are statements made by buyers as a way to say, “I want to buy but […]| Lend Me Your Ears
Demonstration makes presentation easier for the seller. Equally, the more the buyer’s senses the demonstration interacts with, the higher the| Lend Me Your Ears
Sales quantity and quality both matter if you are to have a fair sales competition, and a sustainable business. The two Qs, or Vs, volume and| Lend Me Your Ears
Inflict buyer with his pain. Every buyer has a real (usually hidden) reason for buying and this is referred to us a pain point. Elicit it and| Lend Me Your Ears
invest in sales relationships. Here's why. My bank wrote to me towards the end of last year. Like the two years running before then, I was ...| Lend Me Your Ears
Build rapport with the buyer; it is is an indispensable ingredient to successful selling. Have you ever met a stranger and you instantly hit| Lend Me Your Ears
Focus on the customer’s problem with agility, and not rigidity with what you’re selling. Interact with the buyer around his problem with an| Lend Me Your Ears
Avoid high pressure selling. Salespeople should take a page from the playbook of doctors when it comes to engaging with customers. Think back| Lend Me Your Ears
The most effective way to overcome rejection in sales is to increase your prospects. Prospecting dampens rejection. Rejection stings. The mor| Lend Me Your Ears
Guide to a close with assurance. “Kujaribu ni bure” (Try it on for free); and being human, the lady might say, “Thanks, but I’m not buying”.| Lend Me Your Ears
Dear Salesperson wanting to be sales manager, So you want that sales manager’s job because, "He doesn’t have to sell", or, because, "He earn| Lend Me Your Ears
Are you engaged in problem identification or problem solving? Well, if you are selling in a hardware shop and a customer asked for a drill...| Lend Me Your Ears
What struck me most is their flexibility and perseverance. How con men have possibly realized the successes with the more common texts were diminishing, and had therefore upped their pitch to calling. You really must admire the tenacity of a con artist. Last month I got a call from a gentleman who professionally identified himself […]| Lend Me Your Ears
Selling a big brand name? Well, just as with glowing academic papers, that reputable brand name won’t sell (work) for you, if you don’t. The| Lend Me Your Ears
Seek first to understand not to close. Resist the temptation to pluck the low-hanging fruit. For all you know, it could be bait.| Lend Me Your Ears
Here are some sales lessons from government lies. While ethical practices and transparency should be the foundation of any sales strategy,...| Lend Me Your Ears
Shrewd salespeople don't play by the rules. For instance, while the bank insists that all documentation must be in order before an account is| Lend Me Your Ears
Overcome tension and close. Or, kiss her. To some it's euphoric, others, traumatic. That fleeting, tension-filled moment, when the first kiss| Lend Me Your Ears
The qualities of a good sales manager are unusual. A sales manager’s job is not everyone’s cup of tea. Selling isn’t a desk job. Management..| Lend Me Your Ears
Customized, value-based, practical sales training and coaching courses in Kenya, packed with professional and results-oriented 21st C...| Lend Me Your Ears
Sales contests. The magic ingredient in sales. What do you mean by sales contests, you ask? These contests are, well, contests like any other| Lend Me Your Ears
Successful salespeople don’t follow the rules. This is why they succeed. Here are three attributes on how to become a successful salesperson.| Lend Me Your Ears
It is amazing what showing empathy in selling can do. The client’s eyes light up; a smile cracks his hitherto sullen face; his face brightens| Lend Me Your Ears
Don’t just qualify, disqualify sales leads too. Quit flogging a dead horse. It’s a waste of your limited time, frustrating an already trying..| Lend Me Your Ears
Continual prospecting is key to success. This eternal search can take many shapes. A fan of this column says they are required to spend 60% of| Lend Me Your Ears
Accept sales rejections. Reasons for such rejection. They come with the territory. However, respond to, don’t just accept, sales rejection.| Lend Me Your Ears
Does cold calling work? Oh, yes. This is the cold truth. Cold calling is alive and kicking; hale and hearty. And it is ruthlessly efficient.| Lend Me Your Ears
But what triggers, and what can you do, to overcome sales resistance? Embrace resistance from prospects as a norm in selling. It is the rare| Lend Me Your Ears
You can list many activities on your daily to-do list, but I submit that they really boil down to just three activities to thrive in sales.| Lend Me Your Ears
Numbers don’t lie sales people do. Numbers don’t lie, trust them. Sales people lie, let them. Numbers don’t lie, trust and manage sellers...| Lend Me Your Ears
Getting to “I have a guy” status is a long term game because people take time to trust you. Nonetheless, there is selfish reason why you should aim for it...| Lend Me Your Ears
As you await the meal you've just ordered, the waiter asks you what drink you would like to have. The importance of cross selling cannot be| Lend Me Your Ears
Lend Me Your Ears offers several value added short courses in Kenya to help develop and grow your staff's professional skills. These courses| Lend Me Your Ears
It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell there too. Let not your mingling with executive power cloud your judgment. Simply because the bosses […]| Lend Me Your Ears
humility is the key to sales success. If you don’t get it, it’s OK to say so. If you don’t know, it’s OK to admit it. “Kuuliza si ujinga,”...| Lend Me Your Ears
Saying, "I'm sorry" saves sales. There is no shame in apologizing. If you are a salesperson, or even the President, and you have made a mista| Lend Me Your Ears
Do you suppose this is a quality customer engagement? “My name is Mtu Mwingine from Kampuni Nyingine Manufacturers. We are the only ones that| Lend Me Your Ears