Who will protect the hapless Kenyan from himself?

We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened.   Who will protect the hapless Kenyan from himself? And can the Kenyan be helped?  I mean, what’s with us Kenyans in December? We have no rhyme or reason to our…

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Plan to convert complaints from client into sales

Don’t just cower and hope for the best-see this as an opportunity to make a sale Covert a bad customer experience into a sale by going beyond accepting responsibility and offering potential sales alternatives. This is especially relevant to office based customer facing staff. A fire-breathing customer, incensed by how he has been mishandled, is…

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Three Things To Get Your Sales Creativity Gushing In 2018

Forge or mend relationships with the indispensable players in your sales chain, Compliments of the New Year. With our turbulent politics behind us, 2018 promises to be much better than 2017, experts say. Meaning, sales can only get better. Here are three things to get your sales juices gushing. Your employer is impatient “It’s only…

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Exercise Subtle Persuasion To Nurture A Long Lasting Buyer-Seller Relationship

It’s like the ego driven man who chest thumps himself to fellow men as to the plot of land he identified and bought, yet in truth, his wife is the one who gently and wisely nudged him in that direction. The power of subtle persuasion in selling is, unfortunately, underestimated. That you must be persistent…

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Change Your Attitude Towards Selling And Advance Your Career

Customer facing staff can tweak the gaps in the system and bond with the buyer…Educating customers on how to use products can also lead to repeat sales Dear customer interacting representative, You don’t have to sell, to, er, sell. The misconception that selling is not for ‘us’ but ‘them’, and that “I don’t know how…

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A few non-selling actions that sell

Acknowledge, stoop to conquer and engage, for juicy dividends Whether you are in direct selling or not, there are several non-selling actions you make, or don’t, that get, or lose, you the sale. These go beyond the seasonal and traditional marketing merchandise and birthday/anniversary gifts. Here are three such. Acknowledgement The most fundamental need for…

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Avoid These Sales Mannerisms That See You Shooting Yourself In The Foot

“Why would you want to interrupt a conversation that is to your advantage?” Success in selling is not just about what you say. Sometimes what you do shoots you in your foot.   These three mannerisms work against the seller, possibly losing him the sale. Cell phone etiquette. Francis (RIP), salesperson par excellence, told me this…

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It Takes Patience And Commitment To Attain The Coveted “I Have A Guy…” Status

Getting to “I have a guy” status is a long term game because people take time to trust you. Nonetheless, there is selfish reason why you should aim for it… “I have a guy…” These are words every salesperson should aspire to. They are words that position you as the go-to person. And they are…

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Three Landmines That Can Blow Up A Potential Sale

When the buyer asks why he should deal with you, it’s not facts he seeks, it’s emotion— a hand in marriage. “Why you?” she asks and he says, “because your friends will be jealous of you for bagging tall, dark and handsome me.”Vain? Yes! And that’s how you also sound when you rattle off your…

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Secrets To A Winning Business-to-Business Pitch

To increase its chances of success, the entry level for the Business-to-Business (B2B) sale must be high….The beginning of a successful sale to a buyer who feels inferior, or has a pre-conceived bias against you, is triggered by the seller presenting himself as non-threatening. When you must have someone sell for you ‘internally’ (to his…

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