Cultivate hunger to boost sales

Of hunger the Good Book says, “A labourer’s appetite works for him, his hunger drives him on.” Most sellers stop at appetite. “What do you think of this?” I was asked.. This, was the buzz of activity outside the National Transport and Safety Authority (NTSA) offices in Upper hill. Specifically, the sellers holding up placards…

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Exploit pipeline management system

Sales management systems and sales administrators serve the institution, not the individual; they help in making management, not sales decisions. Pipeline management is a salesperson’s nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, all the way to its completion (a close)…

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What we learn from online sellers in time of COVID-19

Respect the importance of prospecting, and that the activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop right at the entrance of the building that housed them, and the other’s shop was at the end of a dimly lit…

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Drop your pride, sell to the ‘irrelevant’ too

It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell there too. Let not your mingling with executive power cloud your judgment.  Simply because the bosses…

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What Nairobi Women’s Hospital saga teaches us about selling

“Because all the greedy bank wanted was accounts, the salespeople went into survival mode. Forging customer signatures, they proceeded to open two million accounts and put them down as ‘cross-sells’.” What does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business…

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Always establish the buyer’s needs

Even when a buyer comes demanding, “I want this solar panel; my neighbour told me he bought it here,” be cautious as seeing it as an open and shut sale. Customers don’t know what they want. There; I’ve said it. It therefore behoves the salesperson to show them. More accurately, guide them to what they…

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Invite more and inform less for an effective close

To invite successfully, calls for patience and a genuine desire to help. It is even more acute when it’s a business to business sale Inviting sells more than informing does. Inviting builds bridges; informing doesn’t.  Inviting explores, informing limits. When a customer says, “Yes” to, “Have you heard about our revolutionary four way transformer?”, informing…

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Why selling in a specific market pays more

Market development builds credibility and trust. You are not there just for the bouquets but for the barbs too. It pays to develop a market; the more in business to customer selling like a bank or insurance agent does. Market development is focusing your energies in one or two large markets as opposed to scattering…

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Interpreting quotable gems to boost sales

With all its unexpected objections, aborted meetings and painful rejections, selling can be very frustrating…but blaming your customers for your inability to sell is the beginning of your end. Today I wish to share and interpret some of my favourite quotes in a bid to spur your selling in 2018. “You are serving a customer,…

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