Christmas is here. It’s not only the season to be jolly, it’s also the reason to be jolly. It’s the season for buyers to be jolly and the reason for sellers to be jolly. But what is the true meaning of Christmas today? For many, it’s become less about a spiritual celebration and more about
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“Research and explore to get close to the need with the focus of a rifle than hope for the best with the pellets from a shotgun” The umbrellas are on sale in the streets. With the chronic blackouts lately, lanterns and emergency lights are too. Hawkers seem to always have just what you need. And
#buyerinsights, #customercraving, #explorenotassume, #hiddenneeds, #riflevsshotgun, #salesresearch, #SalesStrategy
As long as access to information is lopsided to the seller’s advantage, buyer-beware will still trump. With information access being equal, seller-beware comes to the fore. The terrorist attack in Garissa (and much later Gen Z protests) was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers
#AccessIsNotAdvantage, #AcknowledgeAndGuide, #DigitalBuyer, #EndOfTheInformationGambit, #FromPreserveToParticipation, #GoogleAsFirstOpinion, #SellingIsConnecting, #TrustOverTerritory
The natural reaction to pain is to avoid it and the average seller does this in an attempt to be nice. Progressive sellers on the other hand have no qualms stretching the buyer’s pain In the counter terrorism hit series 24, protagonist Jack Bauer uses pain to acquire information. When a villain has a wound,
Buyers are busier than ever; buzzing here and buzzing there to meet deadlines; submit reports; and catch up on WhatsApp, TikTok, Instagram and Facebook. Therefore, “I just called to see how things are” is a misplaced (and irritating) disruption. Graduate from courtesy calls to business calls. You must have missed the funeral. And not just
How Internet has affected selling, How to be a Trusted Business Adviser, How to Follow-up without being intrusive or a bother, How to Increase points of contact, How to remain top of mind with the buyer, Keeping in touch with the client
There are several reasons for a prospect to show interest in your product.Whatever his reasons, they are a shield protecting him from your emotionally driven onslaught, while still allowing him to use you to get information for free.So, keep your emotions in check. Sales happen on the emotional – not logical – platform, yet both
Learn the customer habits. The customers’ habits are not for the seller to judge but for him to work with. This starts by understanding them. January blues offer an opportune time to study the peculiar Kenyan customer and what some sellers have done to accommodate him and progress the sale. The media understands him so
Back to School Shopping, Christmas Shopping in Kenya, Filing Income Tax Returns, Planning for December Holidays
Don’t over think it. At the end of the day, selling is a basic human interaction. Learn from social interactions. It is the imagination that it’s not, that magnifies a molehill into a mountain in your mind; it’s the unnecessary painstaking analysis that freezes you in a paralysis. And what the mind cannot handle the
Sell the experience. I mean, what brings you more compelling memories? The five star hotel you stayed in or the treatment you got while there? The house you grew up in or the playful noises (or painful abuses) in it? The Caterpillar hiking boots, or the tiring yet exhilarating Mt Kenya hike? I’m willing to
In today’s world many business models are different from the traditional one and the definition of customer, needs discernment. Thus, importance of knowing your customer cannot be gainsaid. “Who is a customer?” Whenever I ask delegates in my sales training session that question, I almost always get one or both of these responses. “The customer