Caller: Good morning, Jane/John!
You: Good morning to you.
Caller: I Hope you are well today…My name is (…) and I work for (…). We are a very large team of experts in motor car sales and engineering firm called (…). I was wondering if you would like to take advantage of my seasoned expertise to acquire a gently used motoring machine. I have been with (…) as a successful motor acquisition for well over 12 years now. I specialise in helping you hand-pick the best machine for your lifestyle and driving a pleasure. I also help you select a machine that will ensure you spend the least time and money on fuel and maintenance.
Caller: Hello? Are you still there?
You: Yes, I would… (the caller cuts him off mid-sentence)
Caller: If I could have only 10 minutes of your time to further discuss this next week sometime maybe Monday or Tuesday?
You: …? … and … All right? … Thank you. “Kttkkk”! (hangs up shaking your head).
Most of us are generally courteous. There is, however, a brand of salespersons that can test even the calmest of us and you really do not want to be on the receiving end of what you would finally have to say to get this pest of a caller out of your hair.
There is a myriad of off-putting assumptions in nearly every word the caller let out of his mouth but I am going to work with only one of them. I, I and more I. This call is a very good example of a problem looking for a solution. Yes, I don’t just hear you, I am with you on this — you would expect a sales pitch to answer to one or more of your problems and swiftly provide a solution.
That is unfortunately not the everyday experience of today’s prospective customer. This unfortunate approach is simply how many service providers are wired.
When you want to interest anyone in anything, anything at all, you must know that he or she is wired to think: “Benefit, gain, profit, bonus, discount, special offer, increase in whatever way for me.”
Every customer alive is yours for the taking. If, however, you approach him or her with the assumption that your prospect has a problem and come ensuite with a solution, you are at best a seller with an inverted concept of engaging with your market.
This concept makes only YOU, your best target client. Unless you can profitably buy all your own products and services, I suggest you approach with your prospect’s interest in mind.
Back to that excessively repeated word. I won’t tell you not to but know that every time the word “I” escapes from your lips, your prospect moves three to five steps further away from taking the buying decision that you are looking for.
Understand that every single person you encounter is inherently vested in his or her own best interests. I realise how selfish this sounds and it is exactly at this point that your high understanding of humanity must come in.
Forget about how selfish others can be. Selfishness as a good trait. Because it is generally depicted negatively, I call it “selfulness”. Oh, forget about Oxford or Miriam Webster. ‘Selfulness’ is a word and I am graciously sharing it with you to use and freely share with others. ‘Selfulness’ is the innately woven desire to satisfy every single need and want in one’s life as a priority.
Others’ needs and wants come later. All right, I want you to relax, breath deep several times and exhale. Slowly. There are no hard and fast rules here. You have no obligation to understand or even appreciate this. If, however, you require to liaise with anyone in the world, this is is a concept you want to incorporate in your winning arsenal. Know that everyone is first interested in themselves, not in you.
So when you approach spitting “I” all over their eardrums, all they hear is; “you don’t know them, you don’t like them, you don’t care about them, you’re not in their corner,” and by the law of attraction, that’s the exact response you are sure to get from them; they don’t want to know you, they don’t like you, they don’t care about you, they are not on your side and are certainly not listening to you.
No one really cares about your name, where you work or if you work, the size of your team, how many years you’ve been at it and how delicately you can position a second-hand car.
Unfair and brutal? Get used to it; people care about themselves first.
Period. If you’re going have even half of anybody’s attention, you must purpose to be in the same space with them — thinking about and addressing them and the matters they are vested in.
This is the only way that you will get them to truly feel that you share their perspective and understand them completely… that you are in alignment with them, that You are vibrating in their very own wavelength.
One more thing — please toss out that dreadful telephone sales script into the bin. It kills your chances before your prospects can wrap their minds around the pronunciation of your name.
World Bank pushes G-20 to extend debt relief to 2021
World Bank Group President David Malpass has urged the Group of 20 rich countries to extend the time frame of the Debt Service Suspension Initiative(DSSI) through the end of 2021, calling it one of the key factors in strengthening global recovery.
“I urge you to extend the time frame of the DSSI through the end of 2021 and commit to giving the initiative as broad a scope as possible,” said Malpass.
He made these remarks at last week’s virtual G20 Finance Ministers and Central Bank Governors Meeting.
The World Bank Chief said the COVID-19 pandemic has triggered the deepest global recession in decades and what may turn out to be one of the most unequal in terms of impact.
People in developing countries are particularly hard hit by capital outflows, declines in remittances, the collapse of informal labor markets, and social safety nets that are much less robust than in the advanced economies.
For the poorest countries, poverty is rising rapidly, median incomes are falling and growth is deeply negative.
Debt burdens, already unsustainable for many countries, are rising to crisis levels.
“The situation in developing countries is increasingly desperate. Time is short. We need to take action quickly on debt suspension, debt reduction, debt resolution mechanisms and debt transparency,” said Malpass.
Kenya’s Central Bank Drafts New Laws to Regulate Non-Bank Digital Loans
The Central Bank of Kenya (CBK) will regulate interest rates charged on mobile loans by digital lending platforms if amendments on the Central bank of Kenya Act pass to law. The amendments will require digital lenders to seek approval from CBK before launching new products or changing interest rates on loans among other charges, just like commercial banks.
“The principal objective of this bill is to amend the Central bank of Kenya Act to regulate the conduct of providers of digital financial products and services,” reads a notice on the bill. “CBK will have an obligation of ensuring that there is fair and non-discriminatory marketplace access to credit.”
According to Business Daily, the legislation will also enable the Central Bank to monitor non-performing loans, capping the limit at not twice the amount of the defaulted loan while protecting consumers from predatory lending by digital loan platforms.
Tighter Reins on Platforms for Mobile Loans
The legislation will boost efforts to protect customers, building upon a previous gazette notice that blocked lenders from blacklisting non-performing loans below Ksh 1000. The CBK also withdrew submissions of unregulated mobile loan platforms into Credit Reference Bureau. The withdrawal came after complaints of misuse over data in the Credit Information Sharing (CIS) System available for lenders.
Last year, Kenya had over 49 platforms providing mobile loans, taking advantage of regulation gaps to charge obscene rates as high as 150% a year. While most platforms allow borrowers to prepay within a month, creditors still pay the full amount plus interest.
Amendments in the CBK Act will help shield consumers from high-interest rates as well as offer transparency on terms of digital loans.
Scope Markets Kenya customers to have instant access to global financial markets
NAIROBI, Kenya, Jul 20 – Clients trading through the Scope Markets Kenya trading platform will get instant access to global financial markets and wider investment options.
This follows the launch of a new Scope Markets app, available on both the Google PlayStore and IOS Apple Store.
The Scope Markets app offers clients over 500 investment opportunities across global financial markets.
The Scope Markets app has a brand new user interface that is very user friendly, following feedback from customers.
The application offers real-time quotes; newsfeeds; research facilities, and a chat feature which enables a customer to make direct contact with the Customer Service Team during trading days (Monday to Friday).
The platform also offers an enhanced client interface including catering for those who trade at night.
The client will get instant access to several asset classes in the global financial markets including; Single Stocks CFDs (US, UK, EU) such as Facebook, Amazon, Apple, Netflix and Google, BP, Carrefour; Indices (Nasdaq, FTSE UK), Metals (Gold, Silver); Currencies (60+ Pairs), Commodities (Oil, Natural Gas).
The launch is part of Scope Markets Kenya strategy of enriching the customer experience while offering clients access to global trading opportunities.
Scope Markets Kenya CEO, Kevin Ng’ang’a observed, “the Sope Markets app is very easy to use especially when executing trades. Customers are at the heart of everything we do. We designed the Scope Markets app with the customer experience in mind as we seek to respond to feedback from our customers.”
He added that enhancing the client experience builds upon the robust trading platform, Meta Trader 5, unveiled in 2019, enabling Scope Markets Kenya to broaden the asset classes available on the trading platform.