Adapt your Zoom presentation to virtual audience

Listening and reading are wildly different forms of consuming content. So are physical and virtual audiences. Therefore, presentation to virtual audience must be adapted accordingly You’ve just sat down to watch the 7’oclock news on NTV. The newscaster comes on. He is holding that day’s Daily Nation. Your face spells, “Huh?” Then you smile. It…

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Sales lessons from online sellers in time of COVID-19

Lessons from online sellers in time of COVID-19. Respect the importance of prospecting. The activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop right at the entrance of the building that housed them, and the other’s shop was at…

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Three tips on grooming for the novice seller

A breakfast with ugali will keep you pulsating late into the afternoon and looking fresh with every client visit. Being a novice seller is no excuse not to look presentable. Looks matter in selling. How the seller looks could determine how the sale goes.  Few sellers start with a fat salary and company car; both…

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Handle ‘historical injustices’ by owning them

Caused by you or another seller, deliberately or not, it doesn’t matter. Handle historical injustices by owning them Historical injustice is a past moral wrong committed by previously living people that has a lasting impact on the well-being of currently living people. Kenyans are more familiar with the term in relation to land issues. I…

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Could your pride be coming before your sales falls?

Contrary to popular belief, these pride-less acts earn the seller the buyer’s respect, not disdain. Would you caught at a prisons courtyard making a sale? As a man, would you pitch to a lady in the ladies washroom? If you are frowning upon the thought of either, possibly pride is impeding your selling potential. How…

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Set yourself apart by selling value

Unfortunately, the average seller, doesn’t focus on the buyer’s need preferring instead to dwell on his Instead of standing in line with your product differentiation, stand apart with your selling. The former has a limited shelf life before it is copied, or bettered. In any case customers don’t buy what your product is; they buy…

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Four reasons why you sell for yourself

There is something magical about a buyer seller connection that accelerates the sale. Dear Seller, You are not making that sale for your employer; you are making it for yourself. The employer is secondary. Rid yourself of the mentality that the sale is the employer’s problem.  It limits your performance; it  gets you going in…

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For more sales spend half your time with buyers

This way, he has you top on his mind which incidentally, he doesn’t. His focus is on his job, not yours. Time management is a huge challenge for most sellers. Interestingly, they doesn’t see it that way but instead lament that, “I have too much to do.” And it’s easy to see why. Most sellers…

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Go on! Put your nose in the buyer’s business

Probably because of intense pressure to bring in sales, or not knowing any better, most sellers tell and sell as opposed to listen and learn. Curiosity killed the cat, not the seller. Instead of qualification and presented solution (which is seeing it from the selling process), have it as acknowledge pain and decision (which is…

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