“Why should we renovate the dispensary? Because it’s across the road from us? I can’t believe you’re even asking! It’s a public facility. We pay taxes. If the government fails to use them properly, that’s not our problem. Selling...
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I was once asked to do a rather unusual thing. The request affirmed that technical competency does not mean sales competency. Here’s what happened. A client had a product (a ground-breaking software). He also had a compelling testimonial of...
In the dynamic realm of business, possessing a highly skilled sales team is of paramount importance. However, mastering sales techniques is just the tip of the iceberg. Having business acumen, that is, an understanding of the broader business landscape,...
Sell with stories. Watching the movie tends to kill your expectations after reading the gripping novel. Now you know why. To begin with, facts tell, stories sell. Also, facts appeal to logic; stories, emotion. Facts keep us going because...
Your business that is ‘customer-led’ through intermediaries, must gain control of that process, monitoring it as it unfolds. This way you ‘own’ your customers Who ‘owns’ your customers? If you think you do, good for you. Still, read on...
The knee-jerk diversification plans from Kenya Power losses is a Hail Mary. Just as Posta’s idea to venture into PSV. To begin with, you know you don’t have a sales problem when you are a monopoly, selling an indispensable...
Not having a sales business case is careless investing; in fact it’s not even investing, it’s gambling. “Why should we have a tent there? What’s the business case for it?” The seller is irritated. He curses silently beneath his...