Connect with us

Business

Do you want to rocket-propel your sales? Here is the secret

Published

on

Do you want to jumpstart your sales? Do you want your sales team members to eat your dust?

Here’s how. Forget making 10 calls per day. Get two appointments per day. Most likely at recruitment you were told, “You are required to make 10 sales calls every day.” And you are reminded of this at every sales meeting. Sometimes you do, most times you don’t. Forget that. To accelerate your sales, aim to get two appointments per day, every day. What it takes to achieve that is irrelevant. Calls, emails or referrals, it doesn’t matter. Two appointments per day translates to 40 appointments per month!

Sellers that have even half that kind of face-to-face time with clients are few and far between. Those who do are overwhelmed with the amount of sales coming their way. And that’ll be you. You will be so busy making pitches, addressing complaints live, making collections, closing business and asking for referrals that your diary will be filled as far as three months ahead. While your colleagues give fictitious reports (as most sellers do) of their meetings for the following week, you will wonder why it is so easy for you to share a genuine one. You can even give next month’s report today. It gets better. Because of the heightened face-to-face time with clients, with time, the quality and source of your appointments fundamentally changes for the better. You now research less for prospects (potential buyers); you get them as referrals from the many buyers you are constantly engaging with, gradually building momentum that inevitably triggers an avalanche of sales.

Two appointments per day is for those in a business-to-business selling because it involves several decision makers, calls for a lead time in delivery and therefore takes longer. For instance, selling lifts to real estate developers, or, chemicals to industries.

If you are in the business-to-customer space, for instance, selling insurance or bank accounts then learn from hawkers. Pitch to as many prospects as possible. I recommend eight per day.

That insurance agent you see dwelling at Kenyatta National Hospital can easily pitch to as many as 10 prospects in a day because he is spoilt for choice in a concentrated area fertile with prospects; occasionally, he does a group presentation to thirty people, further creating awareness and more prospects.

He demonstrates exceptional time management skills. While his colleagues travel lengthy distances in between meetings his travel time is spent pitching from desk to desk, thereby building his brand awareness. He becomes that market’s go-to person

Something ‘magical’ happens when you are in this space of constant prospecting and pitching. You don’t have time for negative energy which is characteristic of a seller with no prospects to pitch to. You have no time for complaints about how cold the tea is or how the rain is impeding selling. You are too busy blinding your colleagues with your dust.

Source:Business Daily

 

Click to comment

Leave a Reply

Your email address will not be published. Required fields are marked *

Business

Why Chiromo Lane will remain partially closed for the next seven months

Published

on

Chiromo Lane in Westlands Nairobi will be closed from Wednesday June 15 to January 15, 2020 to facilitate the construction of the vehicular underground tunnel for the multi-billion Global Trade Center.

In a public notice in the local dailies, the Nairobi County Government Secretary and Head of County Public Service, Pauline Kahiga, said the closure will facilitate completion of civil works on the underground tunnel across the lane that is being undertaken by AVIC international.

“During the said period (of the closure), motorists are advised to follow traffic signs and guidance of traffic marshals on the site during the civil works,” Kahiga said in the public notice.

Kahiga said the perusal of the map showing off the intended partial closure of the road may be done at the office of the chief officer or at the AVIC international site office.

TALLEST BUILDING

The Global Trade Centre (GTC), is East Africa’s first landmark city complex, which will redefine Nairobi’s skyline with its unparalleled building heights, presenting “a dream city and community” to the country.

The 47-storey mixed use building by Chinese state-owned aerospace and defence company, Aviation Industry Corporation of China (AVIC International), is expected to cost up Sh40 billion in construction and other related costs once complete.

The GTC Towers will be completed by 2020 and will host the headquarters of the Chinese company and other multinational firms.

It will also comprise a hotel, commercial and residential units as well as offices. AVIC has investments spanning sectors such as real estate, aviation and consumer goods.

The trade centre situated in Westlands began its construction in July 2015 and launched on September 18 last year. The building once completed will be the tallest in Nairobi.

Source:Nairobinewshttps://nairobinews.nation.co.ke

Continue Reading

Business

Lunch time panic as ‘auctioneers’ descend on Kaldis Coffee House – VIDEO

Published

on

Diners Kaldis Coffee House along Kimathi Street in Nairobi on Wednesday afternoon had their lunch rudely interrupted after people claiming to be ‘auctioneer’ descended on the facility and started throwing the furniture out on the streets.

The group of five men claimed they had been sent to close down the business because the owner had a debt.

What shocked the management was that the ‘auctioneers’ neither had police escort nor any form of identification.

‘AUCTIONEERS’ 

“They just stormed here without warning and started harassing our customers, claiming they are auctioneers. When we asked for their identification started panicking,” a staffer told Nairobi News.

It took the intervention of security men stationed at the adjacent Ronalo Restaurant to send away the said ‘auctioneers’.

Source:NairobiNews

Continue Reading

Africa

Conversion of Kenyan currency suspended in Uganda

Published

on

The governor visited Dr Ruto at his office at Harambee Annex, Nairobi to deliver the serial number 2 currency notes. Serial number 1 was given to President Uhuru Kenyatta on June 1, 2019, during Madaraka Day celebration. PHOTO | DPPS

Uganda has joined Tanzania in suspending the conversion of Kenyan Shillings as a measure to tame illicit cash flows.

In a statement issued on Monday, Bank of Uganda said it had been informed by the Central Bank of Kenya (CBK) that they have issued new banknotes effective May 31, 2019.

“Bank of Uganda will not accept Kenya Shillings at its counters with immediate effect,” Bank of Uganda said in a statement.

“Please be advised that changing Kenyan currency from old to new banknotes can only be done in Kenya,” the statement further read.

COUNTERFEITS

On Friday the Bank of Tanzania also suspended conversion of Kenyan currency to Tanzanian currency.

According to Tanzanian financial institution, they were advised to freeze the exercise by Central Bank of Kenya (CBK) in a move to tame illicit cash flows.

“With a view to combat illicit financial flows and counterfeits into the Republic of Kenya, the Bank of Tanzania has been advised to freeze CBK Currency Collection Account with immediate effect,’’ the statement read in part.

Source:nairobinews

Continue Reading

Trending

error: Content is protected !!