Kenyan politics right now offers a surprising number of sales lessons—not because politics and selling are the same, but because campaigns are essentially large-scale exercises in persuasion, trust-building, messaging, and mobilization. Whether you’re seeking votes or closing sales, the...
Read More
So, I came across this interesting formula that seeks to decode why (how?) Spain won the World Cup 2026. The acronym used was creatively (conveniently?) S.P.A.I.N. — Strategic Passing, Precision in Possession, Attacking Intelligence, Inspiring Teamwork and Naturally Gifted...
Dear Business Owner, are you losing sales at appointment stage? Do you wonder why your appointments don’t convert to sales, thus making all that marketing effort feel like money down the drain? Caught up in the allure of their...
I’m in a witty mood today, so allow me to share a few witty sales truths because… well… they’re true. 1. Sales should be an Olympic sport. Forget the 100 metres. Try chasing a prospect for three months only...
Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
A “let me think it over” likely means you didn’t close the gap between their problem and your solution. Go back. “That’s ok. To help you do so, let’s review the main points we discussed.“ This simple action serves...
There’s an ongoing generational tension in the workplace—and it is quietly eroding sales performance. It’s not about budgets, targets, or markets—it’s about how we sell. The friction between digital natives and digital immigrants is no longer a soft-skills sideshow;...
Sales is business but business is not sales. A business needs sales to survive; in fact, that is its very reason for existence —to sell. But. That does not make sales the business. The tension that hurts companies most...
Counterintuitive as it may sound, cheap products are the hardest to sell — for both businesses and their salespeople. The assumption that “lower price equals easier sale” is a dangerous myth. Salespeople who blame price for poor results will...
Toxic customers come in many forms. This one punctuated every sentence with the f-word while liberally sprinkling its older profane siblings. Customer facing staff at the bank would cower the moment he walked into the branch. Each of his...