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Even die-hard “We will never buy from you” customers or prospective customers (prospects) can be turned. This is what sales or service recovery plan means and what Presidential aspirant William Ruto has demonstrated with this year’s election results. I...
Finally! In 5 days Kenya decides who their next leader is. In a few days the campaigning will be over. The trail will grow cold. So, before it does, and in keeping with the mood of the nation, here...
Prep the user to sell for you to the decision maker by anticipating the latter’s objections. There are different members of the buying centre of an organization and it is not a given that you will immediately sell to...
Always have a next steps step in B2B selling. The best B2B sales process or selling strategy is one that is deliberate with an activity to keep the sale going. Besides ensuring continuity of the sale, it shows the...
Define the product before you price it. It may take time as the process tends to be exploratory, but it’s time worth spent. Trust me; you can thank me later. For now let’s see why this is important. Especially...
The objective of the initial contact is not to sell. That may come as a shock to many sales people. The purpose of the initial call on the prospect could be one of three things: get a contact, get...
