Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time. Your tricks work I’m sad. I’m sad because I have been misunderstood. You see, I have been excitedly told by some ardent followers of this blog that they have used “the tricks in your column and they always work.”
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Chances are that marketing has already made the buyer attracted to the possibility of a friendship. But selling is a friendship with benefits. What she now wants to know is, “What benefits accrue with the friendship?“ To begin with, it’s not about your product. It’s never about your product. And just so we are clear,
Dear Student, You’ve been sold a bill of goods. You’ve been deceived.Your grade does not define you. Yes, I know, your teachers, parents, relatives and all those grown-ups you look up to may have told you otherwise, and I understand why you believe them. They are your support structure. Surely, they know better. In many
Despite disruption in the finance sector in Kenya, it remains a global trailblazer. Saccos, banks and fintechs, should know that they are leading not following. They are charting their own path, not taking a well-trodden one. To survive (let alone thrive) they should also know that the sector has expanded to include telcos’ and fintechs
Financial Sector in Kenya, Fintechs, Fintechs in Kenya, Growth of Mswhari, KCB-MPESA, Sacco movement in Kenya, Stima Sacco and M-Pawa
It is the seller’s job to remove the jagged edges in communication, creating a warmer relationship with the buyer and making the sale easier. Custoommunication is a complicated thing. Even when you correctly hear what the other person said, it may not be what they meant. Effective customer communication means learning to decipher the meaning
#active listening, #b2bsales, #customercommunication, #customerinsights, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Customer Psychology, Relationship Building
Internet age selling requires a fundamental shift. It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve always sold and it’s always worked,” just won’t cut it. Analogue and digital are terms bandied
#b2bsales, #digitaltransformation, #internetageselling, #modernselling, #salesadaptation, #salescoaching, #salesgrowth, #SalesStrategy, #SalesSuccess
Awareness & Education: "The Problem", Internet, Sales Strategy & Process
With intense emotion fused into the day, logic is suffocated, need becomes craving, and price is deemed irrelevant Valentine’s Day selling teaches powerful lessons. Learn how emotion, preparation, and understanding pressing needs can transform your sales approach. Pause. This is a sales column, not a relationship one, so let me stick to the point. What
#b2bsales, #customerneeds, #emotionalselling, #salescoaching, #salesgrowth, #salespsychology, #SalesStrategy, #SalesSuccess, #valentinesdayselling
“Selling against the grain requires a kind of stoic discipline that most people never develop. It means swimming against the tide when everyone else is going with the flow. It means planning when others are winging it. It means standing firm when society tells you to be someone else.” The foremost formidable challenge selling faces
#b2bsales, #salescoaching, #salesdiscipline, #salesmindset, #salesperception, #salesresilience, #SalesSuccess, #sellingagainstthegrain, #stoiceffort
Awareness & Education: "The Problem", Sales Mindset & Skills
“If you had read the invitation properly, you…” or “if you were listening to what I was saying, you…” and embarrassing the buyer by insisting you were right, are all signs of impatience. You may win the battle but you will lose the war. Patience pays. Successful businessmen and salespeople know this. Mediocre salespeople are
#customerloyalty, #impatienceinsales, #referrals, #repeatbusiness, #salespatience, #salesrelationship, #SalesSuccess, #saleswisdom, #trustbuilding
“Re sales-back office stalemate, remember that back office is there to help, not hurt you—they are a customer just like the paying one.“ The sales-back office stalemate is a scene straight from a cockfight. Back office sees sales as a necessary evil, and Sales sees back office in the same light. Yet the two must
#b2bsales, #internalcollaboration, #salesbackoffice, #salescoaching, #SalesLeadership, #SalesStrategy, #SalesSuccess, #salesteam, #workplaceculture