Do you honestly believe the government when they insist that they will not be sharing your data in the US–Kenya Health deal? Because if you’re trying to understand how not to sell anything, this is a textbook case. This government excels at good intentions — sincere promises, grand visions — but without credibility or action
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If you can’t explain your offer in one sentence, don’t expect your client to remember it. And if they can’t remember it, they can’t buy it. Simple. Here are four reasons why you should be able to explain your offer in one sentence. 1. If you can’t explain your offer in one sentence, do you
“He has two million shillings he’s expecting but I doubt he’ll ever be paid.” No, I’m not talking about frustrated vendor Sammy Kioko who accuses Machakos County of not having paid him for services rendered two years ago. Nor the hundreds of suppliers nursing similar wounds from the beast called pending bills. This story is
“We want your software (or training or whatever it is you are selling).” No, it’s not the software or training they want to spend money on. It’s performance and productivity they want to improve. In understanding customer needs in sales, “We want your software” represents the surface need, while enhancing productivity by reducing drop-off rates
#basicneedsofcustomers, #customerneedsinsalesquestionsandanswers, #importanceofcustomerneedsinsales, #maincustomerneedsinsales, #thethreetypesofcustomerneeds
Customer experience accosts all the 5 senses. Actually, that’s what customer experience is. Customer sense experience – how all the customer senses perceive interaction with you. So yes, it matters how you look. And no, the customer should not limit herself to judging the transaction at hand. She can’t; she’s human. Indeed, if you sell,
#Customerexperiencebenefits, #Customerexperiencebestpractice, #Customerexperiencehowtoimprove, #Customerexperiencekeyelements
Dear Business Owner, all leads are created equal, but some are more equal than others. Well, not quite. More accurately, not all leads are equal. Some leads are hot, others cold. Others are suspects, and yet others, prospects. And some leads derive value from their sheer volume, while others, sheer quality. Indeed, not all leads
#leadcultivationstrategy, #nonqualifiedlead, #smartsalespeoplequalify, #typesofleads, #whatdoesaqualifiedleadmean
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
#changeofsuppliersexample, #changeofsuppliersinsupplychain, #howtoensureasmoothsuppliertransition, #typesofchangeofsuppliers
“Sell me this pen.” No. Ask me what I do with pens then sell me that. “I’m looking to buy a car. Which one is good?” This one. No. Ask, me why I want to buy a car, then sell me that. “Sell me this drill.” No. Ask me why I need the drill, then
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
#economicliberation, #legacypoliticians, #odiousdebt, #safinafistagenda, #safinapartyndc, #whatnextafterruto
“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