Manage people, not just numbers - targets are lazy management | Lend Me Your Ears
Dear Sales Manager, are you managing numbers or managing people? If your entire sales management strategy fits into an Excel sheet of monthly| Lend Me Your Ears
Dear Sales Manager, are you managing numbers or managing people? If your entire sales management strategy fits into an Excel sheet of monthly| Lend Me Your Ears
“We want your software (or training or whatever it is you are selling).” No, it’s not the software or training they want to spend money on. It’s performance and productivity they want to improve. In understanding customer needs in sales, “We want your software” represents the surface need, while enhancing productivity by reducing drop-off rates […] The post Customer needs in sales: The 3 layers that drive buying decisions appeared first on Lend Me Your Ears.| Lend Me Your Ears
Customer experience accosts all the 5 senses. Actually, that’s what customer experience is. Customer sense experience – how all the customer senses perceive interaction with you. So yes, it matters how you look. And no, the customer should not limit herself to judging the transaction at hand. She can’t; she’s human. Indeed, if you sell, […] The post Service has a scent: How’s your customer sense experience? appeared first on Lend Me Your Ears.| Lend Me Your Ears
All leads are created equal, but some are more equal than others. Well, not quite. More accurately, not all leads are equal. Some leads are..| Lend Me Your Ears
1+1=2 is scientific. When selling, the answer depends on how the question is perceived. As such it could be an is equal to sign, or the number eleven, or two ones, or… Selling is not a science. This is what sellers that are scientists (app developers, crop consultants, engineers, IT experts, even accountants) quickly and […]| Lend Me Your Ears
If only we lived in a utopia (Sigh!)-selling would be so much easier, yes? If we lived in an ideal world, selling would be a pure science. In an ideal world, buyers would deliberately involve sellers in crafting spec for say, a tender, ahead of advertising it. That way, sellers would accurately resolve the buyer’s […]| Lend Me Your Ears
Gatekeepers exercise the basest form of leadership-position authority. Gatekeepers are a challenge to overcome in selling. Not an excuse why you shouldn’t. I’m referring here to askaris (security guards), receptionists and such other personnel who have the capacity to deter you from meeting the buyer as you must go through them. So what to do? […]| Lend Me Your Ears
Remove friction from the purchase experience. Technology is the simpler half. The complicated half is shifting the thinking of the seller.| Lend Me Your Ears
“If you had read the invitation properly, you…” or “if you were listening to what I was saying, you…” and embarrassing the buyer by insisting you were right, are all signs of impatience. You may win the battle but you will lose the war Patience pays. Successful businessmen and salespeople know this. Mediocre salespeople are […]| Lend Me Your Ears
Does your customer believe you? If the customer is struggling to understand you, he doesn't believe you. Take the ODM party dilemma and its| Lend Me Your Ears
Benefits sell features tell. Why do you dress?” I usually ask participants in my workshops. Almost always, there’s an awkward silence, with| Lend Me Your Ears
Blaming 'they' in sales weakens you, your sales and customer confidence in you. “They” (whoever that is) are often blamed for all things that| Lend Me Your Ears
Salespeople cannot hold a grudge against prospects. Those that do, frustrate themselves and therefore their job. Here are three reasons why...| Lend Me Your Ears
What if your product was mired in a scandal like Airbnb is right now? here’s a step-by-step guide, how to sell in a crisis. To begin with,...| Lend Me Your Ears
Shame in selling is a powerful and often overlooked force that can cripple even the most skilled professionals or business owners. It's a...| Lend Me Your Ears
Selling is about as close a human interaction can come to, as a romantic relationship. To thrive, the seller must adapt to the buyer.| Lend Me Your Ears
Despite sellers being largely (almost solely) to blame for the mistrust of salespeople, ironically it is still sellers who can mend it. After all, every product or service must be sold. Get over the buyer’s caution. It’s not personal. But still, take it personally. Confused? Read on. To begin with, the first reaction by the […]| Lend Me Your Ears
If you are in charge of a key account, do you have a strategic plan for it or do you just manage it? I’m not talking here about those in charge of a portfolio. That we handled here. I’m talking about strategic account managers, business development managers and bank corporate relationship managers. Those that manage […] The post Why every key account deserves its own strategic plan appeared first on Lend Me Your Ears.| Lend Me Your Ears
Even when it’s evident they should, don’t assume the decision of change of suppliers will drive itself—you must guide, influence, and lead...| Lend Me Your Ears
“Sell me this pen.” No. Ask me what I do with pens then sell me that. “I’m looking to buy a car. Which one is good?” This one. No. Ask, me why I want to buy a car, then sell me that. “Sell me this drill.” No. Ask me why I need the drill, then […] The post Asking why in sales: why slowing down helps you close faster appeared first on Lend Me Your Ears.| Lend Me Your Ears
Is Jimi Wanjigi the Uber of Kenyan politics—or headed for a fintech flop? He is selling a car to frustrated Kenyans asking for a faster horse| Lend Me Your Ears
It is ok to send your buyer to the competition. “But I could lose them for life. In fact, there was this one I referred to a competing bank| Lend Me Your Ears
To effectively address your product’s flaws. the key lies in shifting your perspective. This article shows you how to do so from perceived...| Lend Me Your Ears
When such a winner is being selected, both his performance and its impact on the business are considered. Whereas the importance of sales contests cannot be gainsaid, It’s not always the seller with the most sales at the end of the sales contest period who wins -much unlike football, where only scores hold sway. This revelation sometimes, […]| Lend Me Your Ears
Sales coaching importance to effective sales management is a foregone conclusion. Sales’ coaching separates stellar sales managers from the| Lend Me Your Ears
What does conversion mean in product/service sales? Conversion in business sales involves attraction PLUS engagement. This revelation...| Lend Me Your Ears
Lend Me Your Ears is among the top recruitment agencies in Kenya and training companies. So, if you seek to fill a new vacancy, need help with| Lend Me Your Ears
Rejection happens within selling and even outside. Rejection is here to stay. What you should focus on is how to overcome rejection. Rejectio| Lend Me Your Ears
How do I get more sales appointments? Well, here are 4 ways how to get more sales appointments. But first, without a sales appointment, no ...| Lend Me Your Ears
To begin with, if you are wondering how to implement a 360-degree feedback in Kenya or appraisal in your organization, we can help. Despite...| Lend Me Your Ears
“How does this sound to the people who will use it daily?” should form part of your pitching ammunition. Users can undermine your sale. So, be careful how you pitch to them – especially lay staff. This isn’t so much about dropping your pride and selling to the ‘’irrelevant’ too, but about naivete. When management […] The post How users can undermine your sale—and what you can do about it appeared first on Lend Me Your Ears.| Lend Me Your Ears
B2B negotiations are complex. The more if you’re selling high ticket items like software (say a core banking system) or industrial fuel. For this reason, business owners should arm their salespeople adequately. Across the 7Ps as we shared, yes, but beyond that, prep together as a business not as Sales only. B2B negotiations are a […] The post Equip your salespeople for smarter B2B negotiations. Here’s how. appeared first on Lend Me Your Ears.| Lend Me Your Ears
“Test your ideas in the field, not in your head.” This is the mantra salespeople—and by extension, potential business owners—must tattoo on..| Lend Me Your Ears
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
Comfort is dangerous to selling. Your ‘pep talks’, trainings, even repeated “Believe in yourself!” quotes, don’t break comfort in sales. Fear| Lend Me Your Ears
What is your sales leadership blind spot. A leadership blind spot is a behaviour, mindset, or habit that you're unaware of, but which negative| 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
Hawking selling. hawkers offer close, one-to-one attention in an informal environment. Much like missionary work and dating. And see how use| 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
Grow your sales muscle and remember the buyer has a problem he wants to resolve with the purchase. With this knowledge, try this… If you acquiesce to every request for a discount, your sales muscle gradually atrophies. You never grow as a sales person; you grow as a price warrior. You score an A for […]| 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
If you seek to improve your staff's business presentation skills, our Presentation Skills Training in Kenya can help them speak with impact.| Lend Me Your Ears
How would your organization change if every employee acted like a business owner? We can help with our Commercial Skills Training in Kenya.| 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
Lend Me Your Ears is a Sales Training and Consultancy firm. We are also among the top training companies and HR Consultancy agencies in Kenya.| 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
Creativity is not nailing it with every experiment; it’s always trying new ways to experiment. Like these 4 sellers I watched as she stood at the parking ticket dispenser dispensing for, and presenting tickets to, drivers as they drove into the mall. Adorned with an infectious smile, she presented the ticket, and a flyer. You […]| 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
Selling has no formula. But, don’t be blinded to ignoring it. In fact, when your sales are dwindling refer to the sales cycle. Very likely...| Lend Me Your Ears
How important is it to build trust in selling? Changing hastily made commitments raises eyebrows, and breaks trust. So seek first to understand| 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
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
"Hips Don't Lie" so says Colombian singer-songwriter Shakira; and in sales numbers don’t lie, either. Indeed, ‘sales is a game of numbers’ is| 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
Stellar salespeople struggle as CEOs. Leadership calls for a "generalist". A salesperson is a specialist - a narrow approach to leadership| 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
How to bypass gate keepers in something to take in your sales stride. Many times gate keepers will facilitate, not frustrate, the sale.| Lend Me Your Ears
When you open the B2B sales call with insight about the potential buyer you heighten engagement from the get-go. And the more engaged he is,| 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
How does creativity contribute to sales success? Creativity in sales by reframing. Become innovative by taking risks, asking for insights| 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
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
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
Decision-making in sales can be the difference between success and frustration. This applies to business owners, sales managers and sellers| 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
You are not your customer. Dismissing products or markets because they do not align with your personal preferences can be detrimental to your| Lend Me Your Ears
When selling luxury items, with understanding in hand, and getting out of your own way, intimidation by such opulence is lessened.| 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
Now that you have been promoted from being ‘one of the boys’ to being in charge of the ‘boys’, what to do? Many sales leaders struggle with this transition. And understandably so. Suddenly you are pitted against yourself. You probably were the most vocal in your team, influencing the team to, say, leave work early when […]| 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
Sell ethically for sustainability. I was recently invited to a sales achievement awards ceremony and 5 things stood out for me. Today, I wish| 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
