How do you build trust in selling?

How important is it to build trust in selling? Changing hastily made commitments raises eyebrows, and breaks trust. Understand the scope of work before pricing it. The more if you are In the B2B (Business-to-Business) industry, where tip-of-the iceberg symptoms are verbalized as the iceberg problem by the potential buyer (prospect). Take the institution (a…

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How to sell professional services like a plumber

Plumbers, doctors, carpenters, auditors, electricians, accountants all benefit from knowing how to sell professional services First, let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff can deepen the sale. Now then. Sellers initiate the sale’s relationship; technical staff deepen it.  When…

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Always establish the buyer’s needs

Even when a buyer comes demanding, “I want this solar panel; my neighbour told me he bought it here,” be cautious as seeing it as an open and shut sale. Customers don’t know what they want. There; I’ve said it. It therefore behoves the salesperson to show them. More accurately, guide them to what they…

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How to create urgency when selling

How can you accelerate the sale? By establishing early in the sale, through asking insightful questions, the buyer’s real pain point.  We buy a product or service to solve a problem.  However, we rarely articulate the problem to the seller which makes his job that bit more complicated. For instance, we ask for a drill…

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How to overcome buyer excuses for not buying in January

Sales people that buy into this, “Bado mapema” mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you don’t. The favourite ones include, “Bado mapema, boss” (It’s still too early in the year) and…

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Ask questions to establish fact from assumption

Even if he has just seen three patients in succession before you, displaying the same symptoms as you, a doctor will not infer the same diagnosis for you. Inference is a conclusion reached on the basis of evidence and reasoning. Fact is a thing that is known or proved to be true. Consider the sentence,…

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Help customer reveal why he should buy

 To do this successfully the seller should come from a point of ignorance, not knowledge. Keep it customer focused until he sells himself your lozenge having felt his pain. For instance, having surveyed the photos on the walls, showing the varied countries the Chief Engineer has worked in, this insurance agent points and breaks the…

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Mitigate the buyer’s uncertainties by probing like a doctor

 You notice that the damaged machine belongs to a competitor. You start salivating. Don’t! It is not an invitation to a sale. Buying means changing and chancing. Abandoning the familiar and risking. The risk could be reputational (Will we end up with egg on our face partnering with this new firm?) or financial (will we…

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Lay a solid basis for an effective close to happen

An effective close is the result of a process; it doesn’t happen by solely focusing on it without building the momentum to it. Phew! The fabled 91 days of January have officially come to a close. And closing is what I’d like to talk about today. In sales, closing is used to mean the achievement of the…

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