Customers don’t reward effort. They reward clarity. Clarity in selling is King. You can work hard and still be irrelevant. Much like the student who, bereft of the answer, fills a foolscap with words hoping something sticks, or the teacher will be impressed (or confused) by the effort. As with the teacher, the buyer isn’t.
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Your sales pipeline is a mirror. If it’s dry, check your discipline. If it’s full but stagnant, check your courage. Sales punishes hesitation. Act. The more, now that we are coming from the longest weekend on the calendar. If your sales water is not flowing, the problem is not the tap – most probably there’s
If it doesn’t serve you, sacrifice it. Good Friday is one of those days that invites reflection, not celebration. It’s not about what was gained first — it’s about what was given up. It marks a moment of sacrifice, purpose, and singular focus that leads to transformation. For those willing to pause, it also creates
Price objections are rarely about money. They’re about doubt. The customer doubts you or doubts what you are saying – in that order. It’s much easier and face-saving to report that, “They say we are expensive,” than, “I was not confident enough,” or, “My uncertainty showed through my meandering presentation.” Effectively, that there was a
“Let me be clear,” the Director of Sales of a well-known company in the manufacturing sector asserted. “We do not do brown envelope; we do not bribe. We are the leaders in our industry and have been in business for 35 years now. Most of our customers have been with us for decades primarily because
#bestconsumersalesincentives, #ethicalsalesincentives, #ethicalselling, #Incentiveusedtoacquirenewcustomers, #salesincentivemodels
Confidence in sales is not loud. It is the ability to say: “This may not be for you.” And mean it. ‘This is not for you’ is a powerful statement that serves several purposes. It keeps you going in the face of rejection, it creates doubt in the prospect who dismisses your product, favours reframing,
Silence is a weapon. Use it. Sales is not about talking more. It’s about making the buyer talk themselves into clarity. When used intentionally, silence in sales becomes a weapon — a way to guide reflection, build ownership, and create commitment without pressure. But a weapon, like any tool, is only as useful as its
Kyalo runs a mini vegetable market outside one of the gated communities in Nairobi —a living example of customer convenience in sales at work. In truth, it is not even a formal shop — just a makeshift stand leaning against the perimeter wall of one estate. Yet from that simple setup, he serves an expansive
#anticipatingcustomerneeds, #consultativesellingfosmallbusinesses, #convenienceofconsumerpurchasing, #effortlessbuyingexperience, #Informalsectorsales, #reducingcustomereffort
Do you sell through processes? Let me rephrase. If you work in back office, support functions, or Operations, do you realise that you are selling every single day? No? Walk with me. The 21st-century customer is irritated by friction. He is moved more by experience than price or product. Yes, you read that right. Today’s
#customerjourney, #invisibleteam, #raredrivers, #rarequalities, #sellthroughprocess, #sellthroughprocesses
There’s closing the sale… and then there’s closing the sale in FMCG (fast-moving consumer goods) The difference is not an exercise in splitting hairs. It is black and white. Let’s look at how to close FMCG sales. For example, you introduce bottled water into the market. That does not make you special. You are the