The progressive seller doesnât leave anything to chance; he spells it out for the buyer, emphasizing ‘your’ not ‘our’ Buyers are selfish. They can afford to be. Sellers cannot. (Next weekâs article will build more on this topic). Buyers want what they want. Successful sellers want what the buyer wants. Mediocre sellers compete with buyers
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Don’t lament, learn. Instead of beating yourself because your last two pitches didnât pan out, work on a reducing your conversion (call-to-close) ratio. That the presentation did not convert to a sale is not cause to hang your boots nor your head. I mean, what would you make of a hawker that gave up because
Caused by you or another seller, deliberately or not, it doesnât matter. Handle historical injustices by owning them Historical injustice is a past moral wrong committed by people, now dead, that has a lasting impact on the well-being of people in present day. In Kenya, we are more familiar with the term in relation to
Very few girls will say, âKiss me nowâ, making it necessary for the boy to instigate the kiss. Closing is a verb, not a noun; an action, not a thing. Itâs a process, not a result. This revelation should dampen the fear closing is associated with, emboldening the seller to instigate it instead. So, instigate
How can you accelerate the sale? By establishing early in the sale, through asking insightful questions, the buyerâs real pain point. We buy a product or service to solve a problem. However, we rarely articulate the problem to the seller which makes his job that bit more complicated. For instance, we ask for a drill
Nairobi, a city that swells to almost 6 million people during the day, is choking with traffic. Most solutions offered are quick fixesâthe majority just as quickly withdrawn. The magic of Thika Superhighway didn’t last long, and The Expressway is known to get congested with traffic. As experts continue to debate long-term options, Iâd like
Sales people that buy into this, âBado mapemaâ mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you donât. The favourite ones include, âBado mapema, bossâ (Itâs still too early in the year) and
Are you Kenyan enough? To be a ‘cool’ enough Kenyan, you must wait until the last possible minute, and then complain… A new year beckons, but not a new Kenyan Iâll bet. No. I wonât; Iâll guarantee it. So sure am I, that Iâm writing this well before Christmas Day. Â After all, the peculiar
In many ways the obsession with total marks and not how they were arrived at, is reminiscent of how buyerâs buy-selectively. âWhat did he get?â This question was asked by millions of Kenyans last week immediately after the results for the national examination (KCPE) were announced. The expected response to a childâs performance in the
Show up unannounced…say you have something to show…and more So the prospect (possible buyer) is refusing to see you. What to do? First, it is not necessarily a given that him not seeing you means he is avoiding you. He could be genuinely busy with other more pressing matters, or, waiting to give you something