VISA failed to articulate its ideal customer and missed that boat. In the customer led 21st C, banks couldn’t remain it. The argument that it is banks that should push VISA card usage and not VISA itself has seen average individual card usage down to one a month from three, in 2013. “Will the real
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She had been attracted to both phones but wants help in deciding why she should take one over the other, and the seller’s inability to demonstrate similarities and differences between the two is not helping. Flashback! Remember exam questions in school which would start with “compare and contrast…”? Well, we are back at the two:
How do I show the benefits of my product or service over the competition, How do I show the differences and similarities between my products?
Buyer behaviour, Communication breakdown, Pitching/Presenting
But business does not unfold in real life as it does on Microsoft Excel projections. So, when the vagaries become unsustainable, prudence dictates that the goose that lays the golden egg is protected. And no, that’s not the salesperson, Contrary to lay belief, compensating salespeople is not an exact science. This is something salespeople should
Adapt your presentation to the audience. Differentiate feature from benefit. Prospect even in suspect territory. Remain visible and ‘felt’. How do politicians successfully sell themselves every election period and we ‘buy’ them? Most have nothing to show for it and yet still, they get ‘bought’. What makes the politician’s sale tick, and what can we
The beginning of every year offers every salesperson a clean slate: to jump-start their sales or propel them further. Stellar sellers take the latter option…Average sellers invest the freebies with their girl/boyfriends and family.Instead Of Wallowing In The January Blues, Stretch Your Sales Muscles Instead. 2017 is three weeks in. Are you still ‘recovering’ from
“Whoever glorifies A’s is a devil that needs to be dealt with.You don’t need an A to get on with your life. Once you get over 50 per cent, you can do anything including medicine…” Dear Student, You’ve been sold a bill of goods. You’ve been lied to that the A in school stands for
2016 exam results, education reforms in Kenya, private universities in a dilemma over recruitment, Sossion re-mark exams
Coming a decade too late, PSV is an analog move on a digital chessboard. Posta e-commerce, however, is another story From moving mail to moving mailers.Postal Corporation of Kenya (Posta/PCK) is diversifying into public transportation. The then Postmaster General/CEO Dr. Enock Kinara explains: “We are starting a Postliner Bus Service that will help improve on
2016 will be over this Saturday. In keeping with end year tradition, herewith the Sales Pitch highlights of this year. On the twelfth month of Sales Pitch my ‘true love’ sent to me, the importance of painting a picture using practical relevant to the buyer examples for him to ‘get it’. On the eleventh month
If you can’t beat them, join them. That’s why fares will hike. Prices will spike. Loyalty points will double. Penalties will surge. Salary advances will thrive. Christmas season is here. And purchasing logic isn’t. This festive season brings out the essence of the Kenyan buyer. Christmas period, just as with child delivery, is an emergency
Any speech beyond three to five minutes is too long for an end-of-year speech. And whereas laughter is the most receptive state of an audience, you don’t have to be a comedian to attain it. In any case, that’s not how to win the boss over. The end of the year draws nigh. End of