Use ‘gifts’ to increase sales not popularity

When calendars were still in vogue, the more desks and walls that had them, the more the client knew his investment in free advertising had paid off. Yes, it’s not a gift he is giving you-it’s adverting material he is distributing through you. There is no such thing as a free lunch. Clients and employers…

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Who will protect the hapless Kenyan from himself?

We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened.   Who will protect the hapless Kenyan from himself? And can the Kenyan be helped?  I mean, what’s with us Kenyans in December? We have no rhyme or reason to our…

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What Form one selection teaches us about selling

Customers are the business. Today, more than ever, this is becoming prevalent. Customers have options. How many loan apps do you have, for instance? Complaining about customers is signing your (sales) death certificate. This is what we learn from Education CS (Cabinet Secretary) George Magoha’s announcement: “Form One selection will start tomorrow (November 29th) so…

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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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