Only calendar changed; targets didn’t

“Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff.  Only the calendar has changed. The spouse, the job, the targets remain the same.” And since this is a sales, not relationship, column,…

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Why 2021 is a gambling year

Your guess is a s good as mine as to what the BBI referendum, coupled with campaigns for 2022 general elections going into full throttle, will mean for selling. 21 is considered a lucky number by gamblers. Aptly so given the unique selling environment 2021 presents. First, we are coming from a spiralling 2020, so…

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My three other lessons from 2020

It’s been an unprecedented year. It started off on a high note with 2020 being pronounced with an American accent; as you’ve likely just silently done.  2020 looked so bright we’d need to don ‘shades’ (dark glasses) a wit advised. Then just hours before unlucky day Friday 13th came the announcement in March that we…

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Will new school calendar change December shopping?

You wouldn’t be Kenyan enough if you did not fight tooth and nail through December Will Kenyans’ incomprehensible December spending (I mean, buying) spree, be different this time? Will the change in the school calendar affect spending? I’m not so sure about spending being affected by the sick ‘Corona-economy’.  After all, logic has never fit,…

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“Because of Corona…” is fading to an excuse

“Corona, after all, is no longer “imported” but “locally produced” If you’re thinking it, they’ll ask it. So instead of wishing it away, or resigning to fate, address it instead. Think of an appropriate response, dwell on it, experiment with it, iterating it to perfection with every attempt.  The result is a liberating experience and…

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Build bridges by asking, “Why should they buy?”

“I want a salary increment because my personal expenses have increased.” Good luck with that. “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” “Why should my boss buy my pitch…

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Cultivate hunger to boost sales

Of hunger the Good Book says, “A labourer’s appetite works for him, his hunger drives him on.” Most sellers stop at appetite. “What do you think of this?” I was asked.. This, was the buzz of activity outside the National Transport and Safety Authority (NTSA) offices in Upper hill. Specifically, the sellers holding up placards…

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Three reasons why you should prospect

Prospecting frees you of the misleading notion that,“Watakuja tu”, Let me state the obvious today. Because again and again, as obvious as it is, it is disturbing how rarely it happens.  Sometimes, it makes me think that if breathing was not a reflex action, many sellers would forget to do it. How else do you…

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