Selling is not tricking—it’s helping. It’s selling with integrity. Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. “Your tricks work” I’m sad. I’m sad because I have been misunderstood. You see,...
Read More
Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with,...
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...
Despite disruption in the finance sector in Kenya, the country remains a global trailblazer. Saccos, banks, and fintechs are leading, not following. But to survive—let alone thrive—they must recognize that the sector has expanded to include telcos and fintechs....
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said,...
Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve...
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This...
“Selling against the grain requires a kind of stoic discipline that most people never develop. It means swimming against the tide when everyone else is going with the flow. It means planning when others are winging it. It means...
Your buyers can afford wallowing in the January blues; you can’t. Snap out of it! Use the 3Ps—Prospect, Patterns, and People—to jumpstart your sales and turn a slow month into a productive one. Perhaps the only active sales in...
Statistics are an amazing thing-they show you what you want them to. The year ahead promises to be exactly the type of year you believe it will be. The operative word here is believe and your sales attitude is...