What Strategies are involved in Sales Conversion?

What does conversion mean in product/service sales? Just because the buyer’s jaw dropped (prospect’s), floored by the magnificence of your novel product or service, does not mean they will automatically buy. No. They must still be sold to. Conversion involves product attraction PLUS customer engagement. This revelation is a cause for grief for many novel…

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My three other sales lessons from 2020

It’s been an unprecedented year. Still, there are sales lessons from 2020. 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…

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Will new school calendar change the Kenyan?

You wouldn’t be Kenyan enough if you did not fight tooth and nail through December. What now with the new school calendar? Will Kenyans’ incomprehensible December spending (I mean, buying) spree, be different this time? Will the change in the school calendar affect spending? Actually, I’m not so sure about spending being affected by the…

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Build bridges by asking, “Why should they buy?”

“I want a salary increment because my personal expenses have increased.” Good luck with that. I mean, why should they buy? “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” That’s…

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Tell with facts, sell with stories

Sell with stories. Watching the movie tends to kill your expectations after reading the gripping novel. Now you know why. To begin with, facts tell, stories sell.  Also, facts appeal to logic; stories, emotion.  Facts keep us going because they trigger the emotion, that initially moved us, when it wanes. Expert sellers fuse both into…

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‘Own’ your customers. Here’s why

Your business that is ‘customer-led’ through intermediaries, must gain control of that process, monitoring it as it unfolds. This way you ‘own’ your customers Who ‘owns’ your customers? If you think you do, good for you. Still, read on to confirm so. Today’s piece targets businesses that say they are customer driven (customer-centric, customer-led etc.),…

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Sales lessons from COVID-19

Sales lessons from COVID-19. It doesn’t matter how much you extol the virtues of your product or service; if it’s not working, it’s not getting buyers “Hata Corona imeisha” my cabbie said, casually declaring the end of COVID-19. He said this as he donned his mask because company policy dictated so, and it could affect…

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