“Nairobi Women’s Hospital scandal is reminiscent of Wells Fargo. Because all the greedy bank wanted was accounts, the salespeople went into survival mode, forging customer signatures.” To begin with, what does Nairobi Women’s Hospital (NWH) have in common with Wells Fargo and Microsoft in the United States? Proof that when you run a business like
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When calendars were still in vogue, the more desks and walls that had them, the more the client knew his investment in free advertising had paid off. Yes, it’s not a gift he is giving you-it’s adverting material he is distributing through you. There is no such thing as a free lunch. Clients and employers
Say just enough to close the sale. If the decision makers are ready to make a commitment, let them commit! Get out of their way. Make this your sales new year resolution. You can thank me later. When a girl says, “Would you like to kiss me?” it’s not a question. It’s an invitation for
Every parent knows that it is the unique child that will not wait until the material morning of opening school to say, “I don’t have a pencil” or, “My socks were stolen last term.” January is only nine days old. The holiday season is past. Schools have re-opened. Traffic is back. The sun is moving
“It’s the little things that citizens do that make a difference. Planting is my little thing.” The late Professor Wangari Maathai New year, new things. What’s your new thing this year? You see, 2020 promises to be the precisely what you want it to be. So what do you want it to be? What new
We plough through December’s festivities (real and imagined) and unashamedly gape in suffocating desperation at January’s seemingly unending financial chasm, and wonder what happened. Who will protect the hapless Kenyan from himself? And can the Kenyan be helped? I mean, what’s with us Kenyans in December? We have no rhyme or reason to our
Customers are the business. Today, more than ever, this is becoming prevalent. Customers have options. How many loan apps do you have, for instance? Complaining about customers is signing your (sales) death certificate. This is what we learn from Education CS (Cabinet Secretary) George Magoha’s announcement: “Form One selection will start tomorrow (November 29th) so
Your grade is just that-a grade. It’s not an identity. It does not define you. It can, however, refine you Dear student It’s not the end of the world that you failed KCPE (Kenya Certificate of Primary Education). Peers, parents, relatives, the media, and society at large won’t let you think otherwise. The recent announcement
An executive hearing this is likely to give you his full attention. You are giving him a solution to what keeps him awake at night. Buyers are selfish we said in the last post. And to boost sales, progressive sellers align themselves to this selfishness. Because the selfishness can feel convoluted, effective alignment is attained
The progressive seller doesn’t leave anything to chance; he spells it out for the buyer, emphasizing ‘your’ not ‘our’ Buyers are selfish. They can afford to be. Sellers cannot. (Next week’s article will build more on this topic). Buyers want what they want. Successful sellers want what the buyer wants. Mediocre sellers compete with buyers