Archive for Author: lmye-admin

Conquer the change of suppliers transition by managing the divorce

It’s highly unlikely that the hotel will dismantle its reticulated (piped) gas system to install yours because you said so. In fact, even if it’s not reticulated but just LPG (gas) cylinders in, say, a school, they won’t exchange brands (to yours) on a whim. Even when it’s evident they should, don’t assume the decision

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Is Jimi Wanjigi the Uber of Kenyan politics—or headed for a fintech flop?

Jimi Wanjigi is pitching a car to restless Kenyans still asking for a faster horse. His message isn’t about tinkering with the system; it’s about disrupting it. Could he and his Safina Party be to Kenya’s politics what Uber was to taxis—or Airbnb to hotels? An unexpected disruptor slipping through cracks the establishment never thought

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How users can undermine your sale—and what you can do about it

“How does this sound to the people who will use it daily?” should form part of your pitching ammunition. Users can undermine your sale. So, be careful how you pitch to them – especially lay staff. This isn’t so much about dropping your pride and selling to the ‘’irrelevant’ too, but about naivete. When management

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Annnd Action! Test sales ideas in the field, not in your head

“Test your ideas in the field, not in your head.” This is the mantra salespeople—and by extension, potential business owners—must tattoo on their minds. You don’t have a monopoly on ideas. Customers reward the sales person they connect with first, not the one who later laments, “That was my idea, he stole it from me.”

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Stop motivating comfortable salespeople. Scare them

A comfortable salesperson is a dangerous thing—dangerous to the business, to their own growth, and to the team’s overall productivity. Motivating him doesn’t work-scaring him does. Comfort is dangerous to selling. Your ‘pep talks’, contests, trainings, even repeated “Believe in yourself!” quotes, don’t break comfort in sales. If anything, they reinforce the comfort. That salesperson

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Selling isn’t a debate -so why are you still leading with facts?

Facts inform; emotion moves. You know this. So, why are you still leading with facts? Leading with “Our revolutionary fuel has additives,” is fact. All good to know. But not good enough to close. You may say that excitedly, and indeed, being ‘revolutionary’ you are personally moved to sell it, but that’s you. And you

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Will your sale survive the close? 3 ways how to sell beyond the sale

Will your sale survive the close? Driven by immediate and often selfish gain, most salespeople do not see beyond the sale. The gain isn’t always monetary (like commissions or bonuses)—it can also be non-monetary, such as reduced pressure to hit targets or the simple relief of keeping their job. Seeing beyond the sale is the

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Learn from best practice to boost your sales -it’s street smart selling

Could the solution to turning around your sales fortunes be right beneath your nose? That all you have to do is learn from best practice already working around you? Well, yes — but with a caveat. Learning from best practices does not necessarily mean blindly copying what is being practiced and is working elsewhere. No.

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How do you show up? 5 signals buyers pick up on before you speak

Buyers trust confidence over competence, presence over price, and respect over resumes. It matters, therefore, how you show up. How do you show up- online and in person? Let’s see how these 5 signals make, or break, your sale. 1. The emoji that killed the deal “We’ll go with the other supplier,” the CEO said

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