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
Read More
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
Go all out to remedy any maladies in securing customer Don’t just sit there. Act! Action is the sure cure for all sales maladies born out of worry. “He still hasn’t given me copies of his ID and payslip, and he refuses to submit them for me to do the copies and return them. That’s
The tragedy of the average corporate exhibition stand is that it is manned by a ‘supermarket cashier’. And its intended objectives and investment are lost…Your branch and stand are both your corporate outlets. However, potential visitors to your stand are rarely in ‘buy mode’ . So how do you Sell at the exhibition stand? Read on
Customers will buy from you even when they don’t feel good about you, only because they have no option. Kenya Power with its growing customer dissatisfaction index is a classic example. Let’s cut to the chase. Customers buy for two reasons only: solutions to problems and good feelings. The former is objective, the latter subjective.
Sellers who focus negotiating to price only, limit themselves and lose the opportunity to show value-especially with new business. “Give us a discount. We are giving you 500 salespeople to train.” Contrary to popular belief, this is not an open and shut case of obvious discount from bulk business. Instead, it’s an opportunity to negotiate.
If the sale is to succeed, the presentation must be tweaked appropriately for content, style and duration. So, adjust your presentation across the hierarchy. To begin with, picture this. You tell your finance or managing director that, “Reconciliations are not being done correctly in the accounts department.” Likely, he irritatingly wonders, worse, for you, angrily
#C-suiteselling, #KONElift, #Solaitragedy
Buyer behaviour, Communication breakdown, Features vs Benefits
Regulatory intervention is not the problem. As the ‘Red Book’ given by Facebook to all its employees ends by saying: “If we don’t create the thing that kills Facebook, someone else will.“ Leaning on regulatory intervention to boost sales exacerbates intellectual laziness and dampens the entrepreneurial spirit. Four Thursdays ago, we posited that Telkom taking
airtel nyweee, Facebook scandal Kenya Election, interoperability telkom, Marine insurance regulation Kenya