Boost sales by building a business case

Not having a business case is careless investing; in fact it’s not even investing, it’s gambling. “Why should we have a tent there? What’s the business case for it?” The seller is irritated. He curses silently beneath his breath. ‘Argh! What’s this business case nonsense? If they don’t want a tent there and the competition…

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What roadside sellers can teach you about selling

Anyone interacting with a customer should borrow a leaf from what we commonly refer to as stalls. Again and again I tend to see “informal” sellers thriving more in selling than “formal” ones. What is it that I see us learning from them? Stall owners Wealthy or poor, indisposed or healthy, African or European, man…

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ASK show must reclaim glory as Kenya’s Premier Exhibition

The ‘analog’ way of selling the Show (Fair?), must get ‘digital’. Mercifully, the current strategic plan addresses this concern and it can only be hoped that the lost glory will be reclaimed by the Society and not a commercial entity. I attended the ASK Show, sorry, Agricultural Society of Kenya Show, sorry, Nairobi International Trade…

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How to maximize returns from your exhibition stand

Sell experience at exhibition stands to capture the imagination and maximize returns Your grand stand at the exhibition is not meant for grand standing. Exhibition stands are an investment from which a return is expected. Tragically, many institutions short change themselves by assuming that the stand is an extension of their shop floor or branch…

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Keep your emotions in check even when you’re sure it’s a done deal

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.  Sales happen on the emotional – not logical – platform, yet both are necessary for a successful…

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