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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Firmly tie discounts to payment duration

You cannot pay school fees or buy food with a signed contract. In any case, a sale is considered closed when cash is received. Before agreeing to that discount, find out how long the payment will take. Duration as a bargaining chip is elusive to most sellers, and the consequences can be frustrating; some even…

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How to overcome buyer excuses for not buying in January

Sales people that buy into this, “Bado mapema” mantra struggle with jumpstarting their selling batteries, the more post their holidaying. Buyers have the luxury of excuses for not getting into the thick of (business) things in January but you don’t. The favourite ones include, “Bado mapema, boss” (It’s still too early in the year) and…

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A New Year beckons, but not a new Kenyan buyer-seller relationship

To be a ‘cool’ enough Kenyan, you must wait until the last possible minute and then complain …. A new year beckons, but not a new Kenyan I’ll bet. No. I won’t; I’ll guarantee it. So sure am I, that I’m writing this well before Christmas Day.  After all, the peculiar Kenyan buyer-seller habits at…

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