Imagine how frustrating it must be selling the process of getting a sacco loan complete with guarantors to tech-savvy Generation Y. Make what you can sell, don’t sell what you can make. This is the mantra start-ups are forever reminded of. It is also relevant to existing businesses overtaken by time. The curse of many
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A goal crystallizes the purpose of the meeting; it focuses the seller to a specific thing and with this, he will most likely find himself customizing his presentation accordingly To make your client meetings productive, have a quantifiable goal. Office meetings are a common tool of business. Paradoxically, many attendees (even sales people in sales
An effective close is the result of a process; it doesn’t happen by solely focusing on it (the result) without building the momentum to it. Effective closing statements and techniques come in handy. Phew! The fabled 91 days of January have officially come to a close. And closing is what I’d like to talk about
With all its unexpected objections, aborted meetings and painful rejections, selling can be very frustrating…but blaming your customers for your inability to sell is the beginning of your end. Today I wish to share and interpret some of my favourite quotes in a bid to spur your selling in 2018. “You are serving a customer,
“I stopped drinking on credit after the very first bill I received,” a friend of mine said, still visibly shaken from the memory. “I realised” he went on, “that I was overly generous when I wasn’t feeling the pinch of a cash transaction.” So, it’s sill January and customers aren’t buying. Resigning to fate is
Forge or mend relationships with the indispensable players in your sales chain, Compliments of the New Year. With our turbulent politics behind us, 2018 promises to be much better than 2017, experts say. Meaning, sales can only get better. Here are three things to get your sales juices gushing. Your employer is impatient “It’s only
When you (like NTSA) blame your customers for your inability to sell, you cross a line that is difficult to ‘uncross’. It’s not me, you say.It’s them. It was the loudest death knell for National Transport and Safety Authority (NTSA) in particular and the Ministry of Transport in general- the claim that Kenyans, not NTSA,
And finally there was the hawker who reminded us in July that despite all the political tension it still matters how you open the sale. “Mtawapelekea nini?”she asked us. It’s so close, you can sniff it. The year 2017 ends this Sunday. It’s been a tough business year. But, such is business a client reminded
In this environment, you will see Kenyans binging in a pub lamenting how financially difficult the year was explaining, “We are just drinking away the difficult year” It’s the time of the year again when all logic goes out the window. Buyers brazenly binge and shrewd sellers visibly squeal. Buyers binge for no other reason
Usually, that’s the easy part especially if it’s in memo/email format where all one has to do is complete the ‘To’, ‘From’ and ‘Subject’ fields. The challenging part is the why, when and how. Who, what, when, where, why and how. The five Ws and one H are such a basic structure of effective communication