One of the ways to do this is to focus on near closes. These are the low hanging sales fruits that are ripe, just begging to be plucked. “Haiya! Imagine the year is over.” (sic) That’s a statement that’s currently trending and likely one you have uttered. It is true that this year has only
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Imagine how frustrating it must be selling the process of getting a sacco loan complete with guarantors to tech-savvy Generation Y. Make what you can sell, don’t sell what you can make. This is the mantra start-ups are forever reminded of. It is also relevant to existing businesses overtaken by time. The curse of many
“I stopped drinking on credit after the very first bill I received,” a friend of mine said, still visibly shaken from the memory. “I realised” he went on, “that I was overly generous when I wasn’t feeling the pinch of a cash transaction.” So, it’s sill January and customers aren’t buying. Resigning to fate is
Possibly born of its mother hen culture, Unclaimed Financial Assets Authority UFAA claims process, could inadvertently be impeding the reunification of assets with their owner. Kenyans reluctant to go for Shs 8.73 billion unclaimed assets, says Unclaimed Financial Assets Authority (UFAA). So reported the Business Daily. The Chief Executive of UFAA, Kellen Kariuki, to show
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
One lunch hour in Mombasa, my son and I walked into a supermarket and our nostrils were accosted by an aroma. We followed it to find two cheerful ladies grilling and selling the brand of sausages their aprons displayed, at a hundred bob a piece. We had ours grilled as we paid. Two hundred shillings
What happened to the calendar and diary? Was it caught in a time warp? Like me, you have possibly witnessed a steady decline of the two with every passing January. To a point this year, when I’m almost at zero sightings. There was a time when the two were all the rage. The transition to