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,
Read More
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
There is always a way to the sale. When your prospect says “We’ve used someone else before,” don’t panic. This moment isn’t a barrier—it’s an invitation. There’s always a way. Explore. “What worked well—and what didn’t?” There’s your door in. Virgin territory is a myth in selling. Most prospects have a history, a past provider,
New year, same old mistakes? Not anymore. Let’s tackle why you lose sales and make last year’s losses your last. A new year doesn’t magically fix your pipeline. New targets don’t erase old habits. And fresh notebooks won’t correct flawed selling behaviour. If you’re serious about improving results this year, you have to be honest
Dear Salesperson, the customer isn’t buying your product. He is buying the version of himself after using it. Sell that. He is not buying a car; he is buying status, convenience, and the feeling of having “arrived”. She is not buying a plot; she is buying peace of mind, stability, and a place to call
“Why should we renovate the dispensary? Because it’s across the road from us? I can’t believe you’re even asking! It’s a public facility. We pay taxes. If the government fails to use them properly, that’s not our problem. Selling social impact is not our business.” That was the response from the management of a milk
#examplesofsocialimpact, #pillarsofsocialselling, #sellinbusinesslanguagemeaning, #typesofsellinbusinesslanguage
Start, boss. Just start. This January, master the art of the start. Forget the brittle vows and ghosted gym memberships—the graveyard of New Year’s resolutions is proof that a wish is not a start. Successful selling is a religious repetition of habits. None of these habits will see the light of day if you do