Three reasons why investing time in converting leads helps

Continually getting leads significantly lowers the prospecting burden. When you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons why sellers should exhaust all avenues to close the lead (complete the sale). First,…

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Why sellers should understand the buying process

Sellers find processes boring and unnecessary sometimes to their detriment. But as buyer, do you really want all the t’s crossed and i’s dotted before you buy? Selling is results oriented; buying is process oriented. Not understanding  this difference may ruin relationships and delay completing the sale (closing).  Here are three instances how. If your…

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Kenya Power losses are not sales related

Mercifully, Posta did not pursue the PSV idea. Diversification is risky.  And just as with Posta, Kenya Power’s proposed diversification is a Hail Mary. You know you don’t have a sales problem when you are a monopoly, selling an indispensable product and you still make losses. You also don’t have a sales problem when you…

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Ways gatekeepers can smoothen the sale for you

To grow your sales muscle, take handling gatekeepers in your stride. In fact, many times they can facilitate 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 gatekeepers. Gatekeepers are attendants who control…

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Drop your pride, sell to the ‘irrelevant’ too

It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell there too. Let not your mingling with executive power cloud your judgment.  Simply because the bosses…

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Lessons in selling from Valentine’s Day

A rose may even be bought for two hundred shillings by the husband who, coming from the ‘Men’s conference’ late tomorrow evening, is gripped by panic when he remembers The Day on his way home… Tomorrow is Valentine’s Day. Men, you are duly warned. On Valentine’s Day the colour red means the exact opposite of…

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Navigating the decision making maze of a business

This dilemma replicates itself in business-to-business (B2B) selling.  The assumption, for instance, that a nod from the Managing Director will automatically open all doors to the purchase of your solar panels, is a fallacy. ‘Do you want to speak to the man of the house, or the woman in charge?’ So I once read on…

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What Nairobi Women’s Hospital saga teaches us about selling

“Because all the greedy bank wanted was accounts, the salespeople went into survival mode. Forging customer signatures, they proceeded to open two million accounts and put them down as ‘cross-sells’.” What does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business…

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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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