Make a customer, not a sale; here’s why

Lessons from landlords, private schools and the matatu crew Tenants, parents and passengers. Do you suppose those that sell to them have ever saw them as customers? Those that sell to them are, respectively, landlords, schools and the matatu crew. Do you suppose an upside to this pandemic will be that the three will rethink…

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Adapt your selling to this uncertainty

“If business unfolded In real life as it does on Microsoft Excel, then everyone would be in business.” Planning is a science. Implementation is an art. This was true ‘BC’ (Before Corona) and is truer in these times of uncertainty we are in. Unfortunately, most sellers interpret uncertainty to mean, “Why bother planning? It just…

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Selling dos and don’ts in this pandemic

Only three months ago, online learning was all the rage; now, parents aren’t sure whether they want to continue with it or wait for January Here are three selling activities sellers can salvage or activate sales in this pandemic. Spell it out Don’t assume buyers understand the problem with the purchase simply because, “Everyone knows…

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Exploit pipeline management system

Sales management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, all the way to its completion (a close)…

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Dial into your sellers’ emotions

“Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may be mentally settling into the acceptance stage of…

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Deploy passion to prospect online

Will it be easy? It’s your lifeline. Just start. Deploy your passion to prospect successfully online. Prospecting is the lifeline of successful selling so I’ve said, repeated, reiterated and will continue to evangelize. Prospecting is identifying the right person to sell to. Successful sellers dwell on this foremost activity in selling because they understand that…

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Adapt your Zoom presentation to the audience

Listening and reading are wildly different forms of consuming content. Content intended for one audience must be adapted to the other if it is to achieve its intended purpose. You’ve just sat down to watch the 7’oclock news on NTV. The newscaster comes on. He is holding that day’s Daily Nation. Your face spells, “Huh?”…

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Spread your prospecting like a COVID-19

The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. There’s business bloom to be found in this pandemic gloom. This is what those that have migrated online are finding and mining, and that those that haven’t should quit dithering and start discovering….

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Prospect and approach buyers differently online

It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline.  The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting is the continual…

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Will private schools survive covid-19?

Your business could be next. What would you do if you owned a school? It appears private schools are the loudest institution likely to take the Nokia route. Nokia (famously renowned for its global mobile ‘phone dominance) collapsed when technology changed. “They missed the importance of software,” analysts say. “Nokia was, at its heart, a hardware…

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