Only calendar changed; targets didn’t

“Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff.  Only the calendar has changed. The spouse, the job, the targets remain the same.” And since this is a sales, not relationship, column,…

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“Because of Corona…” is fading to an excuse

“Corona, after all, is no longer “imported” but “locally produced” If you’re thinking it, they’ll ask it. So instead of wishing it away, or resigning to fate, address it instead. Think of an appropriate response, dwell on it, experiment with it, iterating it to perfection with every attempt.  The result is a liberating experience and…

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Dial into your sellers’ emotions

“Employees are not hugely motivated by their employer’s reasons for change.” As askaris continue to check our body temperatures, so too employers should, their sales people’s emotional temperatures. This article is for those employers that have chosen to retain their sales force in this crisis. We may be mentally settling into the acceptance stage of…

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Don’t ‘sell’ in this uncertainty, prospect instead

These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever a time prospecting was key, it is now. But how do you prospect in these uncertain times we’re in?…

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What Nairobi Women’s Hospital saga teaches us about selling

“Because all the greedy bank wanted was accounts, the salespeople went into survival mode. Forging customer signatures, they proceeded to open two million accounts and put them down as ‘cross-sells’.” What does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business…

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Firmly tie discounts to payment duration

You cannot pay school fees or buy food with a signed contract. In any case, a sale is considered closed when cash is received. Before agreeing to that discount, find out how long the payment will take. Duration as a bargaining chip is elusive to most sellers, and the consequences can be frustrating; some even…

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How exams results’ queries rhyme with buyer behaviour

In many ways the obsession with total marks and not how they were arrived at, is reminiscent of how buyer’s buy-selectively. “What did he get?” This question was asked by millions of Kenyans last week immediately after the results for the national examination (KCPE) were announced. The expected response to a child’s performance in the…

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