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 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
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
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
One of the ways to do this is to focus on near closes. These are the low hanging sales fruits that are ripe, just begging to be plucked. “Haiya! Imagine the year is over.” (sic) That’s a statement that’s currently trending and likely one you have uttered. It is true that 2019 has only a
When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just
For instance, it is easy to miss the M-PESA paybill number at a Java restaurant. Oh, it’s there; on the table and the counter. But we are accustomed to looking for the colour green To remain successful as a business-to-business (B2B) seller, always keep your eye on the 7Ps. Popularized as the marketing mix, the
Ugali for breakfast will keep you pulsating late into the afternoon and looking fresh with every client visit. Here are three tips on grooming for the novice seller. To begin with though, being a beginner seller is no excuse not to look presentable. Looks matter in selling. How the seller looks could determine how the
Not having a sales business case is careless investing; in fact it’s not even investing, it’s gambling. “Why should we have a tent there? What’s the business case for it?” The seller is irritated. He curses silently beneath his breath. ‘Argh! What’s this business case nonsense? If they don’t want a tent there and the
Don’t lament, learn. Instead of beating yourself because your last two pitches didn’t pan out, work on a reducing your conversion (call-to-close) ratio. That the presentation did not convert to a sale is not cause to hang your boots nor your head. I mean, what would you make of a hawker that gave up because