Sales Articles

Sell internally and externally to succeed in the selling

Sell internally and externally, otherwise you will soon be piping these common lamentations by salespeople. “I was let down by back-office?”, “ Whose job is it?” “Why me?” As a salesperson, where does your job end? Is it after you have delivered the cheque (sold externally)? Is customer service your work? More importantly, is back-office

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Cross selling: meaning, examples and importance

Examples of cross selling Have you witnessed or experienced any of these examples in cross selling that show it’s importance? While fueling, a petrol attendant invites you to buy a higher grade fuel; as you await the meal you’ve just ordered, the waiter asks you what drink you would like to have; in traffic, a

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Is your use of jargon losing you sales? Let’s find out

“We’re done now,” to quote Big Shaq of the famed ‘Man’s not hot’ hit song. We’re done now with elections and the tension therefrom. But we’re not done with learning from the happenings. Here’s the last lesson; one from the Supreme Court proceedings on how jargon is opaque, a barrier to communication, and how best

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Sales conflict: why you shouldn’t fight over stolen sale

Sales is competitive. As with any competition, there are winners and losers.  The just concluded election, for instance, had a whopping 16,000 contestants, yet the vacancies were less than 10% of that. Selling is no different. And with competition, inevitably, conflict arises. One such is, “He stole my client” (sic). Given the labour that goes

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Crowds are not votes, and other sales lessons

The petition was lodged on Monday. The loser in the just concluded Kenyan Presidential elections went to the Supreme Court seeking a nullification of the results. Will the Court rule in his favour? We shall know in 12 days or so. Irrespective though, political analysts and intellectuals are offering insights into how, against all odds,

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Your sales recovery plan – lessons from election results

Even die-hard “We will never buy from you” customers or prospective customers (prospects) can be turned. This is what sales or service recovery plan means and what Presidential aspirant William Ruto has demonstrated with this year’s election results. I mean, who would have imagined him getting any electoral affection in Mt. Kenya region? Only two

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Three lessons in selling from the campaign trail

Finally! In 5 days Kenya decides who their next leader is. In a few days the campaigning will be over. The trail will grow cold. So, before it does, and in keeping with the mood of the nation, here are three lessons in selling from the Kenyan campaign trail. Always ask for the close Whether

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Prep the user to sell for you by anticipating objections

Prep the user to sell for you to the decision maker by anticipating the latter’s objections. There are different members of the buying centre of an organization and it is not a given that you will immediately sell to the right one. This is because the right one could be plural-in fact in B2B selling,

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