Don’t lament, learn. Instead of beating yourself because your last two pitches didn’t 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
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Caused by you or another seller, deliberately or not, it doesn’t 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, “Kiss me now”, making it necessary for the boy to instigate the kiss. Closing is a verb, not a noun; an action, not a thing. It’s a process, not a result. This revelation should dampen the fear closing is associated with, emboldening the seller to instigate it instead. Instigate closing
How can you accelerate the sale? By establishing early in the sale, through asking insightful questions, the buyer’s 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
To begin with, Nairobi is congested and all we have gotten for solutions are quick-fixes, just as quickly withdrawn. While the experts ponder viable options, plus being a concerned citizen, here’s my two cents on solving the dilemma. By-pass the middleman and focus on the end-user Next, for decades, banks had stubbornly positioned themselves as
Sales people that buy into this, “Bado mapema” 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 don’t. The favourite ones include, “Bado mapema, boss” (It’s 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 I’ll bet. No. I won’t; I’ll guarantee it. So sure am I, that I’m writing this well before Christmas Day. After all, the peculiar Kenyan
In many ways the obsession with total marks and not how they were arrived at, is reminiscent of how buyer’s buy-selectively. “What did he get?” 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 child’s 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
So, instead of speaking to him in ‘featurese’ deploy ‘benefitan’. A product feature is what the product is; a product benefit is what the product does-and is what the customer buys. The inability to sell what the feature does is the cause of many lost sales. It doesn’t help matters that internal trainings passionately talk