Three types of closes and, no, LPO isn’t one of them. Very likely the creditors and suppliers demanding payment from embattled Nakumatt are holding dearly to LPOs. “Closed”. This word is music to a salesperson’s ears. To close is to get commitment from the buyer that he will buy what you are selling. Closing is
Read More
Regulatory intervention is not the problem. As the ‘Red Book’ given by Facebook to all its employees ends by saying: “If we don’t create the thing that kills Facebook, someone else will.“ Leaning on regulatory intervention to boost sales exacerbates intellectual laziness and dampens the entrepreneurial spirit. Four Thursdays ago, we posited that Telkom taking
airtel nyweee, Facebook scandal Kenya Election, interoperability telkom, Marine insurance regulation Kenya
Guide to a close with assurance. “Kujaribu ni bure” (Try it on for free); and being human, the lady might say, “Thanks, but I’m not buying”. The inexperienced seller will be sold on this and say, “Hata kesho ni siku”. Not the experienced one… If you don’t close the buyer on why he should, he’ll
Selling a big brand name? Just as with glowing academic papers, that reputable name won’t work for you, if you don’t. Could you be wallowing in the miasma of your company’s renowned brand name? “Watakuja tu” you reckon. (Customers will always come). “We needn’t put in much effort in selling. After all, we are (insert
Language, editing and persistence are your tools of trade. Today’s piece starts the sixth year of this column. And today I wish to universally respond to those who desire to sell their ideas through writing for a publication like this one. Lesson 1 First. Readers of this blog know that it challenges salespeople and institutions
How really is Telkom’s T-Kash different from ubiquitous, evolving M-PESA? And how is it different from struggling Airtel Money? And is M-PESA really the problem? I don’t think so. So Telkom Kenya wants a piece of the ‘mobile money’ pie with T-kash. That pie is so near, yet so far. And, if approached in the
You notice that the damaged machine belongs to a competitor. You start salivating. Don’t! It is not an invitation to a sale. Buying means changing and chancing. Abandoning the familiar and risking. The risk could be reputational (Will we end up with egg on our face partnering with this new firm?) or financial (will we
Be prepared to close the sale. Carrying forty forms is a much lesser burden than transferring the responsibility, and therefore accountability, of sale completion to the buyer. It lasts for a second. Literally. That fleeting opportunity the girl gives the boy when the first kiss is imminent. And then it passes. Exploited or wasted. This
“Any of the vague responses shared compound the sales challenge further because they are not only hazy, they are impossible to elicit a useful response to the request, “Please refer me to anyone wealthy (or, who wants a loan)” Who is your prospect? The inability to respond with clarity to this question is the cause
Don’t just cower and hope for the best-see this as an opportunity to make a sale Covert a bad customer experience into a sale. How? By going beyond accepting responsibility, and offering potential sales alternatives. This is especially relevant to office based customer facing staff. For instance, a fire-breathing customer, incensed by how he has