Dear Student, You’ve been sold a bill of goods. You’ve been deceived.Your grade does not define you. Yes, I know, your teachers, parents, relatives and all those grown-ups you look up to may have told you otherwise, and I understand why you believe them. They are your support structure. Surely, they know better. In many
Read More
Buyers are like patients. Assuming they know the root cause of their problems leads to a misdiagnosis; a hit-and-run One of the most self-defeating assumptions sellers make is that the buyer has all the answers about his business. Well, breaking news: he doesn’t. It is because of this assumption that many sellers simply hit-and-run. They
Changing trends in sales, How the Digital Disruption has Affected Selling, How to Follow Up Without Irritating, How to Sell to CEOs, Selling to the C-Suite
Selling is giving a service. You want a plumber with some basic understanding of electrical work. We want elastic skills as employers but shun them as employees. Strange. Selling is giving a service and giving a service is selling. It is the perception that selling and service are mutually exclusive that is the bane of
Educate your buyers, Elastic Skills To Sell is Human, Information is no longer the trump card in sales
Attitude, Cross-selling, Education, Market Trends, Personal Growth
Education must be embraced for empowerment, not examination. The certificate, won’t work for you, if you don’t. Employers hire on based on knowledge and skills, yet fire based on attitudes The tragedy of the education system, is that it has been reduced to be for examination and therefore employment. Schools, parents, employers, teachers, students, and
8-4-4 review underway, Ernst & Young Remove Degree Criterion, KCPE and KCSE high failure wasteful rate, USAID Yes Youth Can program failure
“Getting in early with the customer means being proactive, not reactive; generous, not selfish; relational, not transactional. It also propels your career and usefulness.” I’m told that by 4.30am you will find owners of business on the road with traffic nowhere in their sights, nor thoughts. By 5.30 am, MDs have driven to work, traffic
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.
Garissa Terrorist Attack, How the Internet has disrupted selling, Selling In The Internet Information Age, Terrorism in Kenya, To Sell Is Human
Today’s article is the 101st and marks this column’s 2nd anniversary. As with any milestone, reflection is advisable. Only editorial space limits the depth to which we can reflect and so we’ll look at twelve ways in which we can connect with the buyer. After all connection is the underlying theme of Sales Pitch. 1.
Avoid using the word ‘convenient’ when selling. Let it come from the buyer. Strive instead to get the buyer to vividly visualize how your product solves his problem. The word ‘convenient’ when selling is anything but. The same goes for terms like risk transfer and peace of mind best left on a brochure. Using the
Interestingly, the customer does not buy because they have learnt something new. No. They buy because the seller who educates them inspires them with confidence because he comes out as an authority on the subject. Educate buyers for easy selling “Shaving your hair like that will make your scalp itch unbearably. Hair looks the same
Education is for Empowerment, Never Examination. Get rid of the ‘diploma disease’ Get rid of ‘diploma disease’ as you pursue further education. One of the challenges of the current education system is that it is perceived as meant for employment and is finite. Most people go to school to get a certificate that will hopefully