Archive for Category: Buyer Aligned Selling

Customer’s perception is your reality: the case of muguka vs miraa

“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

Read More

To increase sales empower your customer facing staff

When you empower your customer facing staff you invariably increase sales, much as selling is not explicitly their docket. Let me share a story with lessons learnt from it, to illustrate this. With the new KRA TIMS Electronic Tax register in place, business owners are intent on exercising tax efficiency, that is, managing their taxes.

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.