Sales Articles

3 reasons why rejection stings less when you have more prospects

The most effective way to overcome rejection in sales is to increase your prospects. Continual prospecting dampens the sting of rejection. Rejection stings the most when you are running on empty because you are desperate. Prospecting dampens rejection. When you have only a prospect or two to engage with, and one or -worse- both, respond

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You are not your customer : detach yourself from your own perspective

You’re not your product’s customer. Quite likely, you’re not the target market for what you’re selling. Just because you cannot afford the 40,000 shs per tot brandy does not mean you cannot sell it. Conversely, “I cannot develop houses for sale on a twelfth of an acre (or mabati structures). I cannot live in such

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Close the knowledge gap for your shop floor staff’s sales success

“Dear Business Owner, are you losing sales because your shop floor staff has limited product knowledge?”  If you are selling smartphones like a Safaricom shop, outdoors gear, Decathlon, or, fine wine, like a hotel, your shop floor staff (aka as store sales staff) are your foot soldiers, your first points of contact with walk-in customers—the

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The importance of your presentation: why it matters more than closing

Forget closing. The way you present can either get or lose you the sale. This is especially critical when selling remotely or offering a product that the customer perceives as a commodity. Your ability to differentiate yourself comes down to how you present, engage, and create an experience for your prospect. That’s the importance of

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Confidently turn your product flaws into selling points. Here’s how to

How can you confidently believe in your product when it seems to fall short compared to the competition’s? Well, by noting the operational word in that concern: seems. Meaning, the key lies in shifting your perspective from perceived flaws. This article shows you how to address your product’s flaws. Why? Because, what you see as

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Why playing Tom and Jerry with customers is a game you can’t win

From abductions, extrajudicial killings, unleashing destructive ‘Goon Z’ to criminalize peaceful Gen Z protests, and launching fake projects, to, now, playing Tom trying to nab Jerry with iron-fisted attempts at suppression of speech, and playing the tribal card. Get on the program; smell the coffee; the djinn is out of the bottle. You cannot put

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Revolutionize your sales this new year by using atomic habits

Motivation is overrated. So are results. If you hold a counter-opinion, this might explain why you’re unlikely to meet your New Year resolutions—assuming, of course, you’ve set any. Waiting for motivation to strike or obsessing over results is a recipe for self-sabotage. You’re not just setting yourself up for failure; you’re guaranteeing it. But don’t

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Bye-bye 2024, hello 2025: 7 lessons you should carry forward

2025 will deliver exactly what you believe it will. What do you believe it will for you? Remember as the quote goes, “Don’t be too excited about this new year stuff. Only the calendar has changed. The spouse, job and targets remain the same.” And whereas a new year offers the opportunity for new beginnings,

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Difference in customer service and experience: lessons from Kenya

Customer service is determined by the giver. Customer experience is defined by the receiver. Be clear of this difference if you are a business owner, and choose wisely. We shall use examples from Kenya’s current governance (popularized as Ukasongo) to illustrate the difference and importance of customer service and customer experience. As MP Ndindi Nyoro

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Party with purpose: December tips for sellers and business owners

Party with purpose. Celebrate. This is the fourth activity you should engage in for successful selling in December. Closing, collecting and confirming may define your December’s productivity, but celebration shapes its spirit. This is the month to nurture relationships that will fuel your sales pipeline in the new year. You can do this by appreciating

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