Personal Finance

Proper selling needs salespeople, not just flyers and brochures

A salesman pitching an investment plan to clients. FILE PHOTO | NMG
A salesman pitching an investment plan to clients. FILE PHOTO | NMG 

Dear salesperson, about the loan repayment schedule you have pasted on the notice boards of most government offices? That carefully printed table showing select amounts of loan with commensurate duration and repayment; complete with your name and cell phone number scribbled in biro? How many calls have you received saying, “I got your number from the poster at the ministry and I want a loan for Sh100,000. How do I get it?”

Hold that response. You see, brochures, flyers, loan repayment schedules, even a website, don’t sell; salespeople do!

At the heart of every successful sale was a one-to-one interaction between buyer and seller. This is more profound when selling services than it is, products.

With capping of interest rates, there was a general tendency to assume that voila!-all loan sales problems solved.