Acute awareness of how to, at once, exploit the benefits and mitigate the risks of transparency in digital space, becomes paramount. To begin with, if you are of a certain age, the Russian word glasnost and name, Mikhail Gorbachev,...
Read More
From traditional to digital. So, where do you start if you’re migrating from offline vs online buyers? Leverage on what’s working now. Make a customer not a sale. If there was a time this were true it is now....
Lessons from online sellers in time of COVID-19. Respect the importance of prospecting. The activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop...
Don’t sell prospect. These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever...
Because of the coronavirus inexplicable numbers even for PR expert CS Mutahi Kagwe, what to sell now, is one challenge that seems to baffle him, everyone Today, let me ramble. I have a feeling I’ll be speaking for many....
Buyers will refer to it as they understand it, and expect the seller to know what they mean. Work with buyer’s name of your product. The risk is minimal, the benefits huge. Unless they are on premium, most buyers...
Private school parents buy teaching. Instead of defending insignificant reduction in fees, schools should first “demo” the service to justify its value. What a deadlock! On one hand, as one newspaper put it, “Parents are in revolt over the...
It is your responsibility as seller to differentiate your product to buyer. To make your product stand out in the buyer’s mind. To begin with, which of these are you likely to use when withdrawing money using Visa? The...
Plumbers, doctors, carpenters, auditors, electricians, accountants all benefit from knowing how to sell professional services First, let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff...
“Make a customer, not a sale.” How? Via stupidity and selfishness, not the brochure and jargon. Let’s find ease in this disease. Let’s celebrate a birthday-our column’s birthday. Appearing weekly in the Business Daily, Sales Pitch is now eight...