Sales are lost long before the customer walks away. Downtime, stockouts, and poor communication aren’t just operational issues; they are sales problems. While businesses work to address these sales problems, here’s what a salesperson in a small or growing business can do in the meantime to safeguard every sale. Downtime is not an IT problem
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If you’re in charge of a portfolio, I’ll be blunt—managing it is not enough. I know, I know. That’s probably what your job description says. “Relationship Manager,” “Network Manager,” “Portfolio Supervisor.” The verbs they use—manage, oversee, coordinate—sound safe. Passive. Respectable. But the real work? The real expectation? It’s not to babysit. It’s to grow what
You’re not your product’s customer. Quite likely, you’re not the target market for what you’re selling. Just because you cannot afford the 40,000 shs per tot brandy does not mean you cannot sell it. Conversely, “I cannot develop houses for sale on a twelfth of an acre (or mabati structures). I cannot live in such
“Dear Business Owner, are you losing sales because your shop floor staff has limited product knowledge?” If you are selling smartphones like a Safaricom shop, outdoors gear, Decathlon, or, fine wine, like a hotel, your shop floor staff (aka as store sales staff) are your foot soldiers, your first points of contact with walk-in customers—the
Forget closing. The way you present can either get or lose you the sale. This is especially critical when selling remotely or offering a product that the customer perceives as a commodity. Your ability to differentiate yourself comes down to how you present, engage, and create an experience for your prospect. That’s the importance of
From abductions, extrajudicial killings, unleashing destructive ‘Goon Z’ to criminalize peaceful Gen Z protests, and launching fake projects, to, now, playing Tom trying to nab Jerry with iron-fisted attempts at suppression of speech, and playing the tribal card. Get on the program; smell the coffee; the djinn is out of the bottle. You cannot put
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Motivation is overrated. So are results. If you hold a counter-opinion, this might explain why you’re unlikely to meet your New Year resolutions—assuming, of course, you’ve set any. Waiting for motivation to strike or obsessing over results is a recipe for self-sabotage. You’re not just setting yourself up for failure; you’re guaranteeing it. But don’t
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2025 will deliver exactly what you believe it will. What do you believe it will for you? Remember as the quote goes, “Don’t be too excited about this new year stuff. Only the calendar has changed. The spouse, job and targets remain the same.” And whereas a new year offers the opportunity for new beginnings,
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Customer service is determined by the giver. Customer experience is defined by the receiver. Be clear of this difference if you are a business owner, and choose wisely. We shall use examples from Kenya’s current governance (popularized as Ukasongo) to illustrate the difference and importance of customer service and customer experience. As MP Ndindi Nyoro
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Party with purpose. Celebrate. This is the fourth activity you should engage in for successful selling in December. Closing, collecting and confirming may define your December’s productivity, but celebration shapes its spirit. This is the month to nurture relationships that will fuel your sales pipeline in the new year. You can do this by appreciating