Are you busy following the sales manual or actually getting results? Following instructions will keep you busyâand keep the peace. It gives you cover when targets are missed: âBut I followed the manual.â But that excuse wonât last long. Because in sales, itâs not the manual that moves the sale forwardâitâs the hard sales conversations.
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Dear CEO, is your relationship with your sales team a healthy or unhealthy dependency? âI just donât get it,â lamented a business owner and CEO. âI deliberately hired trained, ready-to-sell sales people. Further, I already have my sales operations in place and they follow it. To a point. The point where they are required to
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 instalmentsâ100 and 60âjust to avoid transaction charges? What does that say about you? What does it say
In B2B sales, few phrases are as discouraging as âWe already have a supplierâ or âWe bank with someone else.â It often feels like a closed door. But it shouldnât. In fact, these statements can be the start of a different kind of conversationâone that seeks a soft entry point, builds trust from the inside
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, hereâs 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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If youâre in charge of a portfolio, Iâll be bluntâmanaging it is not enough. I know, I know. Thatâs probably what your job description says. âRelationship Manager,â âNetwork Manager,â âPortfolio Supervisor.â The verbs they useâmanage, oversee, coordinateâsound safe. Passive. Respectable. But the real work? The real expectation? It’s not to babysit. It’s to grow what
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, âI cannot develop houses for sale on a twelfth of an acre (or mabati structures). I cannot live in such
“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 customersâthe
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. Thatâs the importance of
From abductions, extrajudicial killings, unleashing destructive âGoon Zâ 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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