Archive for Category: Buyer behaviour

The season to be jolly, is the reason to be jolly

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. Yes. We lost the Christmas spiritual plot years ago. I think this is possibly the reason why Christmas has different meaning

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Make it a marriage not a fling

Information is no longer a single lane, from seller to buyer. It is now a dual carriage way and the buyer’s side has eight lanes (and growing) while the seller’s is still one. Make it a marriage not a fling. “Make a customer not a sale”. I stumbled upon this quote and found that the

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Research and explore to find out your buyer’s hidden need

“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

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How to sell to different segments in the organization

It is the consummate seller who is able to resist the urge to volunteer (unnecessary) details of what the product can do. A business to business sale many times requires the presentation to be done across different cadre before it is consummated. Few sellers do this. Many, for lack of trying; others for lack of

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Access to information is losing currency as the selling gambit

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 was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers prefer other ways of consuming news.

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Stretch the buyer’s pain to help them see the need to buy

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,

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Graduate from courtesy calls to business calls

Buyers are busier than ever; buzzing here and buzzing there to meet deadlines; submit reports; and catch up on WhatsApp, 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 that,

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Keep your emotions in check even when sure it’s a close

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

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Learn the customer habits from January blues

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

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Learn from social interactions to improve selling ones

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

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