Referrals are an effective way of prospecting. They save you time that you would have otherwise spent in search of new prospects. They shorten your sales cycle because you already have a foot in the door. You were most probably referred to the barber or hairdresser you go to; maybe you stopped patronizing a particular
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I was once asked to do a rather unusual thing. The request affirmed that technical competency does not mean sales competency. Here’s what happened. A client had a product (a ground-breaking software). He also had a compelling testimonial of it from a wowed customer, and the gravitas to marshal key decision makers (most C-suite) from
Respect yourself, respect the customer and honour your profession—quit passing the buck. “Your account was to be credited yesterday but “they” haven’t done it.” “They” had said that “they” would email you the ticket but it appears they did not. “They” were supposed to have sent you the cheque book last week, you mean “they”
Embrace resistance from prospects as a norm in selling. It is the rare prospect who opens his arms wide to be sold to. Even when wearing the prospect’s hat, a salesperson acts in that precise fashion-he resists. Examples of sales resistance include the customer avoiding you, or declining your request for appointment. It can also be
What if your product was mired in a scandal like Airbnb is right now? What would you do? Would you roll with the punches or throw in the towel? Would you rise to the challenge or, like an errant seller, sink to resignation, blaming the product and employer? “Na niliwaambia tu.” (I told them but
#crisismanagementinselling #howdobusinessesdealwithcrisis, #j&jrecallbabypowder, #mosteffectivewaytohandleacrisis, #shorttermletting, #shorttermrental, #starletwahu #ritawaeni
In the wake of the 2023 KCSE results, a haunting question lingers: For those who haven’t made the cut, what defines you now that the “grim reaper” of exam results has cast its verdict? Putting the grimness into perspective, to date, more than half of those that sit KCSE score a D+ and below. This
“Bye-bye 2023. Welcome 2024.” 2023 is gone. It’s never coming back. So, quit driving looking at the rear-view mirror of ‘should have’ and ‘could have.’ Look, instead, at the windscreen of “Can do” and “Will do”. Otherwise, forget the mishaps you had in 2023. In 2024 you’ll be rushing headlong into a crash. As you
“It’s not me, it’s the economy,” so you say. And, to justify your many misses and rare hits those in your corner energize you’re position: “It’s not you; it’s the prospects that don’t have money. The problem is the economy; this economy needs fixing by the government.” Maybe. Maybe not; maybe it’s not the economy,
#Economyneedsfixingmeaning, #Howdoesasalespersonhelpstimulatetheeconomy, #Howdoyousurviveabadeconomy?
Dear employer, especially this December, remember that the salesperson isn’t one who merely sells the product or service. That’s an archaic way of defining the profession. The world has dramatically moved from the days when the only source of digital information for Kenyans was VoK. The 21st C prospects have become wiser and the market
“If they are not there by the time I arrive, cancel the contract!” So fumed the Operations Director of the shipping line that was also this travel agent’s largest client. The salesperson knew the consequences of losing this contract. He’d lose his job too. (A (non) fun fact. If you are a salesperson, there are