Archive for Category: Pitching/Presenting

Three lessons in selling from the campaign trail

Finally! In 5 days Kenya decides who their next leader is. In a few days the campaigning will be over. The trail will grow cold. So, before it does, and in keeping with the mood of the nation, here are three lessons in selling from the Kenyan campaign trail. Always ask for the close Whether

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Open the B2B sales call with customer insight

When you open the B2B sales call with insight about the potential buyer (prospect) you heighten engagement from the get-go. And the more engaged he is, the easier the sales call becomes. And you want that, don’t you? How you open and close the sale matters.  Opening the sale means the first words you utter

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The face-to-face sales meeting still trumps. Use it

Insist on face-to-face sales meeting. At the meeting, dialogue, listen, take notes. Get to the nub of the issue. Then consensually agree on way forward. After all, even in a pandemic, we are still social creatures. This piece of advice should be Holy Grail for two sellers. The business to business (B2B) one for whom

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Adapt your Zoom presentation to virtual audience

Listening and reading are wildly different forms of consuming content. So are physical and virtual audiences. Therefore, presentation to virtual audience must be adapted accordingly You’ve just sat down to watch the 7’oclock news on NTV. The newscaster comes on. He is holding that day’s Daily Nation. Your face spells, “Huh?” Then you smile. It

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Sales lessons from online sellers in time of COVID-19

Lessons from online sellers in time of COVID-19. Respect the importance of prospecting. 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

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Three tips on grooming for the novice seller

Ugali for breakfast will keep you pulsating late into the afternoon and looking fresh with every client visit. Being a novice seller is no excuse not to look presentable. Looks matter in selling. How the seller looks could determine how the sale goes. Few sellers start with a fat salary and company car; both which

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Handle historical injustices by owning them

Caused by you or another seller, deliberately or not, it doesn’t matter. Handle historical injustices by owning them Historical injustice is a past moral wrong committed by previously living people that has a lasting impact on the well-being of currently living people. In Kenya, we are more familiar with the term in relation to land

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