Silence is a weapon. Use it. Sales is not about talking more. It’s about making the buyer talk themselves into clarity. When used intentionally, silence in sales becomes a weapon — a way to guide reflection, build ownership, and...
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Kyalo runs a mini vegetable market outside one of the gated communities in Nairobi —a living example of customer convenience in sales at work. In truth, it is not even a formal shop — just a makeshift stand leaning...
Do you sell through processes? Let me rephrase. If you work in back office, support functions, or Operations, do you realise that you are selling every single day? No? Walk with me. The 21st-century customer is irritated by friction....
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...
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...
“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...
“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...
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...
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...
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...