How to sell to the right person

This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect, you (professionally) die. Prospecting is the never-ending search for potential buyers for your product. When you prospect, you ensure you are selling to the right person. But it first…

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3 reasons why you should prospect

Prospecting frees you of the misleading notion that,“Watakuja tu”. (Fret not. They’ll come) Here are 3 reasons why you should prospect Let me state the obvious today. Because, again and again, as obvious as it is, it is disturbing how rarely it happens.  Sometimes, it makes me think that if breathing was not a reflex…

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Deploy your passion to prospecting online

Deploy your passion to prospecting successfully online. Will it be easy? It’s your lifeline. Just start. Deploy your passion to prospect successfully online. To begin with, prospecting is the lifeline of successful selling so I’ve said, repeated, reiterated and will continue to evangelize. Prospecting is identifying the right person to sell to. Therefore, successful sellers…

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Spread your prospecting efforts, like a COVID-19

Spread your prospecting efforts. The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. To begin with, there’s business bloom to be found in this pandemic gloom. This is what those that have migrated online are finding and mining, and that those that…

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Prospect and approach buyers differently online

Prospect differently online. It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline.  The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting…

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Self-quarantine friendly activities to boost sales

The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. The rest…well,… Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us like the sword of Damocles, one…

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Three reasons why investing time in converting leads helps

Continually getting leads significantly lowers the prospecting burden. When you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons why sellers should exhaust all avenues to close the lead (complete the sale). First,…

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Go on! Put your nose in the buyer’s business

Probably because of intense pressure to bring in sales, or not knowing any better, most sellers tell and sell as opposed to listen and learn. Curiosity killed the cat, not the seller. Instead of qualification and presented solution (which is seeing it from the selling process), have it as acknowledge pain and decision (which is…

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