Will private schools survive covid-19?

It’s crisis in private schools due to COVID this time. Your business could be next. What would you do if you owned a school? Firstly, it appears private schools are the loudest institution likely to take the Nokia route. Nokia (famously renowned for its global mobile ‘phone dominance) collapsed when technology changed. “They missed the importance…

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Why most sales people survive and few, thrive

If practice makes perfect, choose carefully what you practice. Iterate. To perform, or utter repeatedly. This term was used by a Head of Sales learner in my class after we’d just completed a sales course recently. It was in reference to repeating the lessons learnt to habit status. Her “iterate” hit the nail much more…

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For A Successful Sale Tell What The Product Can Do, Not What It Is

In other words, the seller tweaked what the product can do for buyers, commensurate to who the buyer was.  Don’t tell them what you made. Tell them what it can do. For them. I recently read this somewhere and its explicitness inspires today’s post as it captures the essence of successful selling. Entrepreneurs should especially…

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Change Your Attitude Towards Selling And Advance Your Career

Customer facing staff can tweak the gaps in the system and bond with the buyer…Educating customers on how to use products can also lead to repeat sales Dear customer interacting representative, You don’t have to sell, to, er, sell. The misconception that selling is not for ‘us’ but ‘them’, and that “I don’t know how…

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Passing Or Failing An Exam Is An Event, Not The Destination In Life

“Whoever glorifies A’s is a devil that needs to be dealt with. You don’t need an A to get on with your life. Once you get over 50 per cent, you can do anything including medicine…” Dear Student, You’ve been sold a bill of goods. You’ve been lied to that the A in school stands for…

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Maintain customer dignity when he’s cornered

When you have a customer ‘cornered’, instead of chest thumping for outing him, give him an out instead. Maintain his dignity. Even if he’s wrong he’s still right. I learnt from a security expert, that riot police have several techniques at their disposal to disperse a riotous crowd. This was after one of the anti-IEBC…

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For A Faster Close, Make It Easy For Buyer To Understand And Decide

Driven more by esteem than need, buyers want all the trending bells and whistles in a product and will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the sale…

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Why we need to mind our language

Communication is one of the most complex, yet indispensable tool we use daily. It is made even more complex when the language of, er, communication is English. To declare competence in communication means that you have the ability to do something successfully- and because perfection doesn’t exist, competence therefore implies a perpetual work in progress….

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To Thrive In Selling, Eliminate Jargon by overcoming Pride, Academic Intellect and Naivete

Jargon is common knowledge for those in the same industry-not outside. Jargon is a gun many salespeople inadvertently shoot themselves in the foot with. Finally! I understood what 5mbps means. And in the process, I was also reminded of the importance of shying away from jargon when selling. Speaking English as I  call it in…

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