Archive for Category: Uncategorized

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

Don’t sell prospect. 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

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What Nairobi Women’s Hospital scandal teaches us about selling

What does Nairobi Women’s Hospital (NWH) in Kenya, have in common with Wells Fargo Bank and Microsoft in the United States? Each is proof that when a business is run like a sales team, it can look impressive—while quietly brewing disaster. Nairobi Women’s Hospital scandal similarity to Microsoft and Wells Fargo In the case of

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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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Gatekeepers can make or break the sale

Gatekeepers exercise the basest form of leadership-position authority. Gatekeepers are a challenge to overcome in selling. Not an excuse why you shouldn’t. I’m referring here to askaris (security guards), receptionists and such other personnel who have the capacity to deter you from meeting the buyer as you must go through them. So what to do?

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Selling Taboos to Drop for Easy, Faster Climb

There’s nothing sweeter than the sound of one’s own name. Remembering the name after a long and dry spell in communication yields a warm, “Wow! You still remember my name?” There are several taboos to avoid in selling but start with these three and see the positive effect Remembering Names Progressive sellers cannot afford the

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