If you farm and hunt than you need a plan. If you are required to acquire customers (hunt) and nurture customers (farm), then you need a plan. Generally, most salespeople have a component of each; but, some roles, like Strategic Account Management, have these responsibilities specifically embedded in their jobs. Without a plan you will
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If you don’t get it, it’s OK to say so. If you don’t know, it’s OK to admit it. “Kuuliza si ujinga,” the Kiswahili proverb advises. Directly translated: “Asking is not stupidity”. Admitting you do not know does not imply you’re stupid. To the contrary, it demonstrates humility, and invites teaching. And humility is the
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There is no shame in apologizing. If you are a salesperson, or even the President, and you have made a mistake, there is no shame in saying, “I am sorry.” Saying, “I’m sorry” saves sales. And doing it in those words, is not only empathetic, but it also shows ownership and is human. In the
“In times of rapid change, experience could be your worst enemy.” With the ongoing Gen Z protests in Kenya, could this be the problem we are facing in our politics? Spoken by industrialist J Paul Getty in the mid-20th Century and typically associated with business, the goings-on in Kenya’s political landscape would appear to show
Sales Pitch!, takes a detour today in honour of the tragic deaths resulting from the ongoing #rejectfinancebill2024 protests. Let’s us reflect on these posts for the same reason To transform their organizations CEOs and leaders must sell Employees are not hugely motivated by their employer’s reasons for change. Leadership must therefore learn how to win
“Ala! Na si ungesama?” (Why didn’t you say so?) I thought your distributorship only sold beer. You’ve never said you sell wines and spirits too. That’s why we bought from your competitor. We would have really preferred dealing with you as we know you for years. Anyway, now that we know, when the contract expires
What does the hawker that roams the residential area in the evening and the medrep that sells at night have in common? Stay with me to find out; and no, it’s not that they are night runners. For now though, are you selling in bloody waters? Could this be limiting your sales? If you are
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Even as we mourn fallen hero mountaineer Joshua Kirui and debate the punitive Financial Bill 2024, let’s try cheer ourselves up as I’m sure Kirui would have wanted. So, keeping it sales here are seven lessons in selling from sales jokes. The problem with the direct approach A salesman approached a potential client and asked:
“Why should I buy from you?” This is what potential customers are repeatedly asking themselves when they are listening to your pitch. When customers listen to a sales pitch, they are not just passively absorbing information. They are actively (silently) comparing, questioning, and evaluating. “Why you and not the competition?” Addressing these two concerns puts
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Salespeople should say just enough to close the sale. Equally, to boost the customer experience, those in service should respond to customer queries with just the information sought. This is so, especially when it’s a direct query that could be a potential sale. Such is what an effective response to customer enquiries entails. For instance,
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