Seek first to understand, not to close

Customers want to buy, not to be sold to Don’t always be too quick to close. As low-hanging as the fruit may be, resist the temptation to pluck it. For all you know, it could be bait. Salespeople are primed to close the sale. Their very success depends on it. So much so that I…

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Retain trust by first understanding the work

The experienced seller first fully scopes before making price commitments because changing it raises eyebrows likely losing you the sale. And why?  Trust is broken. Understand the scope of work before pricing it. The more if you are In the B2B (Business-to-Business) industry, where tip-of-the iceberg symptoms are verbalized as the iceberg problem by the…

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Procurement officials are selling too

Officials in the procurement function repeatedly engage in the selling process, with suppliers.  But, they refrain from admitting that they are selling-preferring instead to call it negotiation.  In my view, they can keep the procurement label, but should be trained in selling skills. Here’s why? I once had such a team, from a Tier 1…

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Only calendar changed; targets didn’t

“Rainmakers don’t have excuses. You either made the sale or you didn’t; no-one wants to hear why you didn’t bring in the sale” “Don’t get too excited about this New Year stuff.  Only the calendar has changed. The spouse, the job, the targets remain the same.” And since this is a sales, not relationship, column,…

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Why 2021 is a gambling year

Your guess is a s good as mine as to what the BBI referendum, coupled with campaigns for 2022 general elections going into full throttle, will mean for selling. 21 is considered a lucky number by gamblers. Aptly so given the unique selling environment 2021 presents. First, we are coming from a spiralling 2020, so…

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My three other lessons from 2020

It’s been an unprecedented year. It started off on a high note with 2020 being pronounced with an American accent; as you’ve likely just silently done.  2020 looked so bright we’d need to don ‘shades’ (dark glasses) a wit advised. Then just hours before unlucky day Friday 13th came the announcement in March that we…

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Will new school calendar change December shopping?

You wouldn’t be Kenyan enough if you did not fight tooth and nail through December Will Kenyans’ incomprehensible December spending (I mean, buying) spree, be different this time? Will the change in the school calendar affect spending? I’m not so sure about spending being affected by the sick ‘Corona-economy’.  After all, logic has never fit,…

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“Because of Corona…” is fading to an excuse

“Corona, after all, is no longer “imported” but “locally produced” If you’re thinking it, they’ll ask it. So instead of wishing it away, or resigning to fate, address it instead. Think of an appropriate response, dwell on it, experiment with it, iterating it to perfection with every attempt.  The result is a liberating experience and…

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