Guide to a close with assurance. “Kujaribu ni bure” (Trying on is free); and being human, the lady might say, “Thanks, but I’m not buying”. The inexperienced seller will be sold on this and say, “ Hata kesho ni siku”. Not the experienced one… If you don’t close the buyer on why he should buy, he’ll
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How really is Telkom’s T-Kash different from ubiquitous, evolving M-PESA? And how is it different from struggling Airtel Money? And is M-PESA really the problem? I don’t think so. So Telkom Kenya wants a piece of the ‘mobile money’ pie with T-kash. That pie is so near, yet so far. And, if approached in the
And many formal sellers (consultants, for instance) would be happy to charge, than show you, how to resolve a problem you can, yourself. I love my plumber. As for my (former) mechanic, not so much. Twice my plumber has refused a job, instead insisting that I resolve it myself. No, he wasn’t being rude; just
With all its unexpected objections, aborted meetings and painful rejections, selling can be very frustrating…but blaming your customers for your inability to sell is the beginning of your end. Today I wish to share and interpret some of my favourite quotes in a bid to spur your selling in 2018. “You are serving a customer,
“I stopped drinking on credit after the very first bill I received,” a friend of mine said, still visibly shaken from the memory. “I realised” he went on, “that I was overly generous when I wasn’t feeling the pinch of a cash transaction.” So, it’s sill January and customers aren’t buying. Resigning to fate is
When you (like NTSA) blame your customers for your inability to sell, you cross a line that is difficult to ‘uncross’. It’s not me, you say.It’s them. It was the loudest death knell for National Transport and Safety Authority (NTSA) in particular and the Ministry of Transport in general- the claim that Kenyans, not NTSA,
In this environment, you will see Kenyans binging in a pub lamenting how financially difficult the year was explaining, “We are just drinking away the difficult year” It’s the time of the year again when all logic goes out the window. Buyers brazenly binge and shrewd sellers visibly squeal. Buyers binge for no other reason
“No one cares that the ‘peso was devalued’, or ‘the customer went bankrupt’, or, ‘a new competitor opened next door, or ‘the economy was lousy. You either made the sale or you didn’t. Even earthquakes don’t count.’” Dear Seller, Get cracking! The electioneering period is over. Triggered by the protracted political climate, the tension that
If only we lived in a utopia (Sigh!)-selling would be so much easier, yes? If we lived in an ideal world, selling would be a pure science. In an ideal world, buyers would deliberately involve sellers in crafting spec for say, a tender, ahead of advertising it. That way, sellers would accurately resolve the buyer’s
You are more inclined to listen to the buyer who points out the benefits of having the shirt on; like, “It accentuates your chiseled torso or emphasizes your hip movement.” Stating the benefits of your product isn’t enough to accelerate the sale; to do so, you need to customize them to the respective buyer. The