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
The 21st C customer is affects your selling in insidious ways. In fact, he just won’t tell you this, but he really doesn’t need you. Actually| Lend Me Your Ears
Anybody can ask a question. But to to thrive in selling requires one to ask insightful questions. Insightful questions don’t merely yield knowledge- they shed revelation by eliciting a protracted response. The importance of asking insightful questions in selling cannot be gainsaid. Insightful questions lead to a faster, bigger and better close. Faster because, once you […]| 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
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
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