“Nairobi Women’s Hospital scandal is reminiscent of Wells Fargo. Because all the greedy bank wanted was accounts, the salespeople went into survival mode, forging customer signatures.” To begin with, 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 like
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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
December is not the time to say, “Is a meeting next week on Thursday at 10am a good time to meet, or is Friday same time better? I’d like to present our product?” If the latter is your lingo, you have 2019 to amend that. December not only closes the year but ‘hanging’ sales too.
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
In all three instances, the seller let down his guard. What about you? What mistake has cost you the sale Let’s talk today of mistakes that can cost us the sale. Years ago, as a novice insurance sales agent, I once landed a huge prospect. I was now in his office, this Chief Engineer of
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?
And finally there was the hawker who reminded us in July that despite all the political tension it still matters how you open the sale. “Mtawapelekea nini?”she asked us. It’s so close, you can sniff it. The year 2017 ends this Sunday. It’s been a tough business year. But, such is business a client reminded
Those in opposition strongholds are the ones who’ve sworn never to buy from you. Campaigns are in the air. Election Day draws nigh. Today, we buy what has been on sale for the better part of this year – promises of a better tomorrow. Yes, the election period is characteristic of a buyer (voter)-seller (politician)
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
'Sweetest' sales taboo, how to ask for a referral
Human Interaction, Pitching/Presenting, Referals, Uncategorized
Adapt your presentation to the audience. Differentiate feature from benefit. Prospect even in suspect territory. Remain visible and ‘felt’. How do politicians successfully sell themselves every election period and we ‘buy’ them? Most have nothing to show for it and yet still, they get ‘bought’. What makes the politician’s sale tick, and what can we