Archive for Category: Uncategorized

3 tips to boost your sales this January

Yes. It’s here. Another year, another January, another reminder. “Don’t get too excited about this New Year stuff. Only the calendar has changed. The spouse, the job, the targets remain the same.” So, here are three tips to boost your sales this January. 1. You can never listen your way out of a sale You

Read More

A Christmas tradition for peculiar Kenyan

What is a Christmas tradition in Kenya? If you are wondering, walk with me as I explain. Is the SGR fully booked? Let’s begin. It’s the time of the year again. That time when Kenyans emerge from their cocoons and stamp their Kenyan ‘bona-fideness’ in your face. For instance, despite it being splashed across all

Read More

To succeed, measure both sales quantity and quality

Sales quantity and quality both matter if you are to have a fair sales contest, and a sustainable business. Sometimes, the two Qs are referred to as the two Vs, volume and value. Whether you use Qs or Vs, ignoring quantity or value, is a recipe for disaster. Is quantity more important than quality? Evaluating

Read More

Re sales reports, numbers don’t lie sales people do.

Numbers don’t lie. Sales people do. Numbers don’t lie, trust them. Sales people lie, let them. Numbers don’t lie, trust and manage sales people through them. Sales people lie; let them; they’ll hang themselves when the rope is long enough. Today’s post is for those in sales leadership. Why do sales people lie? First off,

Read More

Why you should practice permission selling

Permission selling is rarely practiced. This is unfortunate. You practice permission selling when you seek the prospect’s agreement before taking any action that involves them. Permission selling involves the use of statements like, “Is it okay if I…?” or, “Do you mind if we….?” You catch the drift.  Here are 3 reasons why you should

Read More

How to successfully sell over the telephone

To sell over the telephone calls for a different skill set from selling face to face. What is telephone selling? Telephone sales means just that. Prospecting, interviewing, demonstrating, validating, negotiating and closing all on ‘phone. Here are three things to consider to successfully sell over the telephone. The tone of your voice is 85% of

Read More

Don’t sell. Help customers make purchase decisions

Here are 3 reasons why it is important to help customers make purchase decisions. The word selling is ‘dirty’ Unfortunately, selling connotes negative, even fearful images in the mind of the prospective buyer (prospect). Actually, even the statement, “We will transfer you to sales” or “We will introduce targets in your job description” fires images

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.