How to bypass gate keepers is simpler than you think

How to bypass gate keepers in something to take in your sales stride. Many times gate keepers will facilitate, not frustrate, the sale. “The askari doesn’t let me in. How do I avoid the nurse? The secretary prevents me from reaching the buyer. “ All these are lamentations many sellers have of gate keepers. Gate…

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How to overcome rejection when selling

Rejection is part of human interaction; even you do it. Sometimes intentionally, sometimes inadvertently. It happens within selling and even outside. Rejection is here to stay.   Sales is filled with rejection – so it’s critical to develop a healthy attitude to it. Easier said than done, you say? I agree. Rejection stings; rejection is painful. …

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Sell at the exhibition like a matatu tout

The tragedy of the average corporate exhibition stand is that it is manned by a ‘supermarket cashier’- and its intended objectives and investment are lost…Your branch and stand are both your corporate outlets; however, potential visitors to your stand are rarely in ‘buy mode’  Successful exhibition stands call more for a ‘matatu tout’ than a…

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Big brand name not automatic selling advantage

Just as with glowing academic papers, that reputable name won’t work for you if you don’t. Could you be wallowing in the miasma of your company’s renowned brand name? “Watakuja tu” you reckon. (Customers will come and buy). “We needn’t put in much effort in selling. After all, we are (insert renowned name)” Well, if…

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Exercise Subtle Persuasion To Nurture A Long Lasting Buyer-Seller Relationship

It’s like the ego driven man who chest thumps himself to fellow men as to the plot of land he identified and bought, yet in truth, his wife is the one who gently and wisely nudged him in that direction. The power of subtle persuasion in selling is, unfortunately, underestimated. That you must be persistent…

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Selling Taboos to Drop for Easy, Faster Climb

There’s nothing sweeter than the sound of one’s own name. Remembering the name after a long and dry spell in communication yields a warm, “Wow! You still remember my name?” There are several taboos to avoid in selling but start with these three and see the positive effect Remembering Names Progressive sellers cannot afford the…

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You Will Attain Sales Success Faster By Being Genuine Than Pretensious

However eloquent you are in the Queen’s English, you must still show the buyer what your product or service can do for him The Sales Pitch column turns four today. This is the 193rd post. A four year old is unpretentious and eager to learn. Equally, the bare knuckles nature of sales leaves little to…

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A few non-selling actions that sell

Acknowledge, stoop to conquer and engage, for juicy dividends Whether you are in direct selling or not, there are several non-selling actions you make, or don’t, that get, or lose, you the sale. These go beyond the seasonal and traditional marketing merchandise and birthday/anniversary gifts. Here are three such. Acknowledgement The most fundamental need for…

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Secrets To A Winning Business-to-Business Pitch

To increase its chances of success, the entry level for the Business-to-Business (B2B) sale must be high….The beginning of a successful sale to a buyer who feels inferior, or has a pre-conceived bias against you, is triggered by the seller presenting himself as non-threatening. When you must have someone sell for you ‘internally’ (to his…

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What Valentine’s Day Teaches Us About Selling

With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant All logic will go out the window this weekend. A stem of rose that usually sells for 10 shillings and carries over to the next day unsold, will sell for ten times more and  run out in…

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