Archive for Category: Buyer behaviour

‘Own’ your customers. Here’s why

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 to confirm so. Today’s piece targets businesses that say they are customer driven (customer-centric, customer-led etc.),

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Sellers should understand the buying process

Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented. So? Not understanding this difference may ruin relationships and delay completing the sale (closing). Here are

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Lessons in selling from Valentine’s Day

Tomorrow is Valentine’s Day. Men, you are duly warned. On Valentine’s Day the colour red means the exact opposite of danger; it means safety, love. Then again it means danger for the hapless husband or boyfriend that forgets it! To date, men, still wonder, ‘Why is Valentine’s Day celebrated?’ Valentine’s Day makes a curious study

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Who will protect the hapless Kenyan from himself?

We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened. Who will protect the hapless Kenyan from himself? And can the Kenyan be helped? I mean, what’s with us Kenyans in December? We have no rhyme or reason to our

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