Strive to make a customer, not a sale; here's why

Nairobi, Sept. 17 -- Tenants, parents and passengers. Do you suppose those that sell to them have ever seen them as customers? Those that sell to them are, respectively, landlords, schools and the mat... Read More

KAGECHE: Selling dos and don'ts in this pandemic age

Nairobi, Sept. 3 -- Here are three activities sellers can salvage or activate sales in this pandemic. Spell it out: Don't assume buyers understand the problem with the purchase simply because, "Every... Read More

KAGECHE: Track system from contact to a close

Nairobi, Aug. 27 -- Pipeline management is a salesperson's nemesis or ally. Pipeline management refers to a system that tracks every sale, at every stage, from initial contact with prospective buyer, ... Read More

KAGECHE: Adapt your 'zoom' presentation to capture audience

Nairobi, Aug. 6 -- You've just sat down to watch the 7'o'clock news on NTV. The newscaster comes on. He is holding that day's Daily Nation. Your face spells, "Huh?" Then you smile. It must be a prank.... Read More

KAGECHE: Why online seller approach is a different ball game altogether

Nairobi, July 23 -- Prospecting and approaching the online buyer is different from how it is offline. The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting is t... Read More

KAGECHE: 'Marry' buyers for they control sales

Nairobi, July 9 -- Accept and move on. You are no longer in control. This is a bitter pill for most sellers to swallow. Yet now, more than ever, as buyers move online, they should - whether they choke... Read More