Driven by the desire to make a quick sale, it is easy to lose sight of what business you are in and who feeds it. It is amazing the sales lessons you can glean from simple, common experiences. Two happened to me which have inspired this article. One early morning, sixteen years ago, in a
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Are Kenyan banks too big to fail? The digital migration tsunami announced its impending media disruption a whole decade in advance. It is instructive that half a century old giant Kenyan media houses tuned into denial mode. Are Kenyan banks too big to fail? Why? That’s what some financial institutions were deemed to be at
Getting to “I have a guy” status is a long term game because people take time to trust you. Nonetheless, there is selfish reason why you should aim for it… “I have a guy…” These are words every salesperson should aspire to. They are words that position you as the go-to person. And they are
Death of a salesman, how do I make more closes, I have a guy, selling in the Internet Age
Attitude, Buyer behaviour, Closing, Relationship Building, Uncategorized
When you have a customer ‘cornered’, instead of chest thumping for outing him, give him an out instead. Maintain customer dignity. Even if he’s wrong he’s still right. I learnt from a security expert, that riot police have several techniques at their disposal to disperse a riotous crowd. This was after one of the anti-IEBC
anti-IEBC protests by CORD, How to peacefully quell riots, Isaack Hassan response to protests, Teargas Monday
Attitude, Buyer behaviour, Communication breakdown, Education
Communication is one of the most complex, yet indispensable tool we use daily. It is made even more complex when the language of, er, communication is English. To declare competence in communication means that you have the ability to do something successfully. And because perfection doesn’t exist, competence therefore implies a perpetual work in progress.
The progressive salesperson’s reputation is more important to him than that of the organization he represents. It is why customers still call him for assistance even after he leaves. To help us understand this better, let’s look at three scenarios. The Aggrieved Salesperson A salesperson may feel aggrieved because the employer has dragged payment of
Do unto customers as you would have them do unto you “You are so gullible. You have paid money to read something I wrote for free; would you give me a laptop for free if I asked of it from your electronics shop? No, you wouldn’t; yet here you are paying for a product that
Dear Student, You’ve been sold a bill of goods. You’ve been deceived.Your grade does not define you. Yes, I know, your teachers, parents, relatives and all those grown-ups you look up to may have told you otherwise, and I understand why you believe them. They are your support structure. Surely, they know better. In many
“If you had read the invitation properly, you…” or “if you were listening to what I was saying, you…” and embarrassing the buyer by insisting you were right, are all signs of impatience. You may win the battle but you will lose the war Patience pays. Successful businessmen and salespeople know this. Mediocre salespeople are
“Back office is there to help, not hurt you-they are a customer just like the paying one” It’s a scene straight from a cock fight. Back office sees sales as a necessary evil and Sales sees back office in the same light. Yet the two must work together: sales promises the heaven back office is
Back office, How to handle back office, Why doesn't the office understand how difficult it is to get a sale