Sales Articles

Passing or failing an exam is an event, not the destination in life

“Whoever glorifies A’s is a devil that needs to be dealt with.You don’t need an A to get on with your life. Once you get over 50 per cent, you can do anything including medicine…” Dear Student, You’ve been sold a bill of goods. You’ve been lied to that the A in school stands for

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Should ‘starving’ Posta venture into PSV or E-commerce?

Coming a decade too late, PSV is an analog move on a digital chessboard. Posta e-commerce, however, is another story From moving mail to moving mailers.Postal Corporation of Kenya (Posta/PCK) is diversifying into public transportation. The then Postmaster General/CEO Dr. Enock Kinara explains: “We are starting a Postliner Bus Service that will help improve on

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Looking Back Over My Shoulder At 2016, I See…

2016 will be over this Saturday. In keeping with end year tradition, herewith the Sales Pitch highlights of this year. On the twelfth month of Sales Pitch my ‘true love’ sent to me, the importance of painting a picture using practical relevant to the buyer examples for him to ‘get it’. On the eleventh month

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Christmas Holiday Brings Out the Queer Side of Kenyan Shoppers

If you can’t beat them, join them. That’s why fares will hike. Prices will spike. Loyalty points will double. Penalties will surge. Salary advances will thrive. Christmas season is here. And purchasing logic isn’t. This festive season brings out the essence of the Kenyan buyer. Christmas period, just as with child delivery, is an emergency

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Why the right words are crucial in selling services

Selling is emotional and only the seller can take the buyer on that emotional journey. Selling products versus selling services. What’s the difference? Of course it’s not black and white especially when human interaction manifests. Still, selling the two calls for similar principles, but different techniques. Products are wares which are tangible. Like the loaf

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How to sell your product from buyers’ perspective

You lose the sale when you don’t see things from the buyer’s perspective; not only are you not on the same page, you are reading different books. Help the buyer ‘see’ it. Paint a picture from his perspective. Simplify the sale. Take the fellow effortlessly selling water storage tanks. He does not stop at, “This

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A few non-selling actions that sell

Acknowledge, stoop to conquer and engage, for juicy dividends Whether you are in direct selling or not, there are several non-selling actions you make, or don’t, that get, or lose, you the sale. These go beyond the seasonal and traditional marketing merchandise and birthday/anniversary gifts. Here are three such. Acknowledgement The most fundamental need for

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Selling vs Business: What the Wells Fargo scandal teaches us

CEO’s are not Sales Managers and vice versa. Company profits are not sales commissions. A business is not a sales team and fraud has no place in either. Welcome to the Wells Fargo (Bank) scandal. When you run a business the way you would a sales team, the results cannot be good. Throw ethics out

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Why the con artist would thrive as ethical salesman

What struck me most is their flexibility and perseverance. How con men have possibly realized the successes with the more common texts were diminishing, and had therefore upped their pitch to calling. You really must admire the tenacity of a con artist. Last month I got a call from a gentleman who professionally identified himself

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