Make what you can sell, don’t sell what you can make.

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…

Continue reading

Three More Activities To Get Your Sales Gushing In 2018

“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…

Continue reading

Could UFAA Be Sabotaging Itself With Its Annoying Claims Process?

Possibly born of its mother hen culture, Unclaimed Financial Assets Authority (UFAA’s), ‘purchasing’ process (claiming) could inadvertently be impeding the sale (releasing the assets). 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 how…

Continue reading

Three Lessons On Risk Taking In Selling From The Papal Vist

Risk-taking comes with the sales territory; it is inevitable if the seller is to grow The Pope is in town. The Catholic faithful are expected to bring Nairobi to a standstill; if not today, then surely tomorrow. The last time a religious event experienced this much hype was the beatification (first time I ever heard…

Continue reading

Keep The Sales Momentum Going By Showing Continual Value To The Buyer

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…

Continue reading

Selling is service and service is selling

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…

Continue reading

Make a customer not a sale; make it a marriage, not a fling

Information is no longer a single lane, from seller to buyer. It is now a dual carriage way and the buyer’s side has eight lanes (and growing) while the seller’s is still one. Make a customer not a sale. I stumbled upon this quote and found that the six words crystallized the essence of selling…

Continue reading

Why enterprises should tap the high potential in hawking

Seeing as life gives us lemons in the name of incessant traffic, instead of complaining, why not break out the tequila and salt by constructively tapping into hawking? Hawking must be the most effective sales distribution system we have in Kenya, if not Africa. Yet, its full potential is yet to be tapped. If anything,…

Continue reading

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…

Continue reading