Archive for Author: LMYE Writer

The death of customer fidelity: what it means for the modern seller

Do you have two ride-hailing apps on your phone? (Likely Uber and Bolt.) Is your cell phone dual-SIM, with each slot housing a different mobile network? (Probably Safaricom and Airtel.) Have you ever MPESA-d 160 shillings in two instalments—100 and 60—just to avoid transaction charges? What does that say about you? What does it say

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How to get your competitors’ customers: 3 sellers share 3 methods

In B2B sales, few phrases are as discouraging as “We already have a supplier” or “We bank with someone else.” It often feels like a closed door. But it shouldn’t. In fact, these statements can be the start of a different kind of conversation—one that seeks a soft entry point, builds trust from the inside

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How sellers in small businesses can address these 3 sales problems

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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Don’t just manage that portfolio. Grow it.

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

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You are not your customer : detach yourself from your own perspective

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

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Close the knowledge gap for your shop floor staff’s sales success

“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

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The importance of your presentation: why it matters more than closing

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

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Why playing Tom and Jerry with customers is a game you can’t win

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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Revolutionize your sales this new year by using atomic habits

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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Bye-bye 2024, hello 2025: 7 lessons you should carry forward

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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