Sales Articles

3 reasons why you should prospect

Prospecting frees you of the misleading notion that,“Watakuja tu”. (Fret not. They’ll come) Here are 3 reasons why you should prospect Let me state the obvious today. Because, again and again, as obvious as it is, it is disturbing how rarely it happens. Sometimes, it makes me think that if breathing was not a reflex

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Tell with facts, sell with stories

Sell with stories. Watching the movie tends to kill your expectations after reading the gripping novel. Now you know why. To begin with, facts tell, stories sell. Also, facts appeal to logic; stories, emotion. Facts keep us going because they trigger the emotion, that initially moved us, when it wanes. Expert sellers fuse both into

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‘Own’ your customers. Here’s why

Your business that is ‘customer-led’ through intermediaries, must gain control of that process, monitoring it as it unfolds. This way you ‘own’ your customers Who ‘owns’ your customers? If you think you do, good for you. Still, read on to confirm so. Today’s piece targets businesses that say they are customer driven (customer-centric, customer-led etc.),

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How to sell when limited by ethics

Limited by ethics or not, whichever tactic the seller deploys requires that he insert himself in the buyer’s business. To begin with, looking at marketing purely as giveaways or advertising is limiting, even idle. Usually, sellers compete on one or a combination of what are called marketing P’s. That is, product quantity or quality, price

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Is Coronavirus a hoax? Should Kenyans buy it?

Is Coronavirus a hoax? Fellow Kenyans, were we sold a bill of goods? This is the question we are asking. Is Coronavirus a hoax? Or, are we Divinely protected as Tanzanian President Pombe Magufuli has successfully convinced 60 million of his fellow Tanzanians? In May, I asked here, “Is shock of numbers gone in virus

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Adapt your selling to Coronavirus uncertainty

“Even in Coronavirus uncertainty, If business unfolded In real life as it does on Microsoft Excel, then everyone would be in business.” Planning is a science. Implementation is an art. This was true ‘BC’ (Before Corona) and is truer in these times of uncertainty we are in. Unfortunately, most sellers interpret uncertainty to mean, “Why

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