Politicians really nail benefits driven selling. I’ll use them today to articulate the importance of pitching benefits when selling. Politicians know what their voters (prospects) want to hear and they articulate it with crystal clarity. If only they followed through. (Sigh!) Alas! as political analyst Mutahi Ngunyi once said: “A politician has no principles. An
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“What are you competing on? And what do you pitch?” To the former, the average sales person is clueless; possibly because he was never told, but much more likely because he has resigned to sales resistance. Which is why, to the latter question, assuming he’s honest enough, he’ll say, “Price.” More accurately, he’ll lament thus:
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Dear Business Owner, does your after-sales service bolster or butcher your selling efforts? I’m assuming here you have an after sales service. And if you don’t, keep reading. And if you do, is your after sales service as effective as yoursalesservice? Or, do your customers suddenly become children of a lesser god once they’ve bought?
#aftersalesserviceexamples, #aftersalesservicetasks, #importanceofaftersalesservice, #whatisaftersalesservice
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
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
#angukanayo, #emotionalintelligenceinsales, #examplesofhumilityinsales, #fordfoundationfundingprotestsinkenya, #revolutioninkenya
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
#blueoceanstrategymeaning, #effortlessselling, #hawkinginresidentialareas, #redoceanvsblueocean, #ropescoursekenya