Your exam grade does not define you; you do

Your grade is just that-a grade. It’s not an identity. It does not define you. It can, however, refine you Dear student It’s not the end of the world that you failed KCPE (Kenya Certificate of Primary Education). Peers, parents, relatives, the media, and society at large won’t let you think otherwise. The recent announcement…

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Boost sales by aligning yourself to buyer’s selfishness (Pt. 2)

An executive hearing this is likely to give you his full attention. You are giving him a solution to what keeps him awake at night. Buyers are selfish we said in the last post. And to boost sales, progressive sellers align themselves to this selfishness. Because the selfishness can feel convoluted, effective alignment is attained…

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Why you should align to buyers’ selfishness

The progressive seller doesn’t leave anything to chance; he spells it out for the buyer, emphasizing ‘your’ not ‘our’ Buyers are selfish. They can afford to be. Sellers cannot.  (Next week’s article will build more on this topic). Buyers want what they want. Successful sellers want what the buyer wants. Mediocre sellers compete with buyers…

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Steps to dealing with errant seller

When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just…

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Keep an eye on the entire business for successful B2B selling

For instance, it is easy to miss the M-PESA paybill number at a Java restaurant. Oh, it’s there; on the table and the counter. But we are accustomed to looking for the colour green To remain successful as a business-to-business (B2B) seller, always keep your eye on the 7Ps. Popularized as the marketing mix, the…

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Three tips on grooming for the novice seller

A breakfast with ugali will keep you pulsating late into the afternoon and looking fresh with every client visit. Being a novice seller is no excuse not to look presentable. Looks matter in selling. How the seller looks could determine how the sale goes.  Few sellers start with a fat salary and company car; both…

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Boost sales by building a business case

Not having a business case is careless investing; in fact it’s not even investing, it’s gambling. “Why should we have a tent there? What’s the business case for it?” The seller is irritated. He curses silently beneath his breath. ‘Argh! What’s this business case nonsense? If they don’t want a tent there and the competition…

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Own ‘historical injustices’ to overcome them when selling

Caused by you or another seller, deliberately or not, it doesn’t matter. Your retreating weakens you as a seller Historical injustice is a past moral wrong committed by previously living people that has a lasting impact on the well-being of currently living people. Kenyans are more familiar with the term in relation to land issues….

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