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
Read More
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
One of the ways to do this is to focus on near closes. These are the low hanging sales fruits that are ripe, just begging to be plucked. “Haiya! Imagine the year is over.” (sic) That’s a statement that’s currently trending and likely one you have uttered. It is true that 2019 has only a
When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just