Features
How to sell during COVID-19 By Emmanuel Kwabena Abrompah
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If there will ever be a time to dig deep into our core as Salesmen to sell, then it is now. And If there will ever be a time to handle great objections to sell, it is now. Lastly, if there will ever be a period of time to experience rejections and delays in closing, it is now.
2020 is certainly a turning point in modern human history. The impact of the pandemic is having a ravaging effect on businesses across the world.
Here are some suggestions that you can apply as you sell during the pandemic.
You are on the frontlines.
Sales professionals have always been onthe frontlines. Do not be afraid toapproach prospects and clients to offer solutions. There are many people, and organizations out there thatneed solutions to their problems. Step out there and offer that solution. Front liners are brave despite the obvious odds.
Use the soft approach
With the avalanche of information at the disposal of the client, the days of pushy sales are long gone. This is not the time to do pressure selling – it has never worked and will never work. You must be a sympathetic and empathetic sales professional. Some of the accounts and pay points are dealing with dwindling revenues and escalating overheads. Don’t add to their headaches. When you get in touch ask about the welfare of their businesses and their families. When the situation improves, you will be rewarded.
Do not be a lamenting Sales professional.
Ask the average sales person why he missed his imperatives. He will blame everything except himself. The economy, exchange rate, the competition is offering something better, the weather, inflation, poor customer service, no selling literature, our prices are in the roof, commissions are low, no training, management bureaucracies, etcetera etcetera.
And now we have the novel and mother of all excuses – C19.Do not try to write another version of the book of Lamentation of the Bible. Instead explore ways you can become better. Sales is scientific, with no short cuts. The only way to stop lamenting is to follow the rudiments of sales.
Be positive minded
I dare say that our minds are under siege. We have been arrested by the barrage of negative information propagated by mainstream and social media. It is as if there is a trophy to be won for the media house that will be first to break C19 story. Social media is the worst culprit, where a lot of fake news is being circulated creating fear and panic. The effect of all this on the sales professional can be damaging. We have to be mentally strong to handle objections and deal with sales related issues. We cannot allow our minds to be damping sites.
Denis Waitley in his book – Safari to the Soul talks about the placebo effect. Volunteers are treated with experimental drugs whose effect is tested by measuring the difference in response to the powerless placebo and to the drug. Some group of volunteers who had just had their wisdom teeth extracted were given morphine to alleviate their pain, the others swallowed a placebo they believed to be a powerful pain killer. Many of the placebo recipients said they experienced dramatic relief from their pain, believing they had been given morphine too. However, when a drug that blocks the effects of the natural endorphin was given to them, the pain returned almost immediately. That test, and many others, have confirmed something very important: When a patient believes he has been given a pain reliever, the brain releases chemicals to substantiate their belief. In short, the placebo effect is an act of faith.
Feed your mind with positive things. Read the books that will make you strong. Listen to country or jazz music to calm you down. Everything starts from the mind, and so be positive.
Maybe we are in for the long haul, this is the time that all frontline sales professionals must rise up to deliver.
Go make it happen.
THE WRITER IS A SALES CONSULTANT
+233 (27) 339 7717
Kwabena.abrompah@gmail.com
Features
The eye is indeed the lamp of the body
There is a scripture that is found in Matthew 6:22 which says that the lamp of the body is the eye and therefore the eye must see well to enable the body to get to its destination.
What most people do not know is that behind the scenes, there is a strong interaction between the eyes and the brain before a picture becomes clear. The state of mind therefore is crucial to the eye seeing clearly to enable the body to process accurately the information the eyes are feeding it for proper identification of what the eyes see.
This is similar to how a person behaves i.e. what informs the decisions that forms in the mind that results in the actions that a person performs. The actions of a person does not therefore just happen but is as a result of things that went on in the mind, which in most cases resulted from information passed on to it by the eyes either consciously or unconsciously.
There are so many issues that affect our society which makes one wonder, whether the people who displayed such acts were created by someone or something other than God.
How can a person see a beach created by God with beautiful beaches and fresh air blowing all around, decides to defecate at such places, and therefore desecrate the environment? lt is simply mind boggling?
When other people in other countries who dwell on the coast are using their beaches for tourist attraction purposes as a means of livelihood and also to promote environmental health, some people living around our beaches, have turned them into rubbish dumping sites and toilets.
It is a very sad situation and the earlier we did something about it the better. It is a national emergency that must engage the attention, first of the government and then the citizenry, where religious bodies and NGOs must play a critical role.
The things we focus on in this country, needs to be addressed. Our minds which processes the info the eyes send to the brain, must be disciplined. There are certain behaviours that a disciplined mind can ignore even when the eye has provided info to the brain. One of the things a disciplined mind does, is the avoidance of a second look, which is critical for every person who wants to avoid adultery or fornication.
Once a person is not blind, he will see things. The boobs, the ‘shankus’, the coca cola shapes, the light complexioned, the dark complexioned etc. the eyes will definitely see and report same to the brain. What the brain or the mind decides to do or instructs the eye to do is the issue.
It can decide to instruct the eye to take a second look and let the mind drool over it or say ignore it and that will be the end.
If the mind becomes trained to focus on environmental issues like clean environment, the eyes will automatically be reporting on insanitary conditions to the brain as and when it sees them. The mind will pay attention to such data and begin to process them and to identify solutions to deal with the reported insanitary conditions.
There is the need to encourage citizens to train the mind to focus on the right thing so that in tandem with the eyes, focus will be maintained. When the mind is so trained, it communicates with the eye to also focus on hood things that helps in both are spiritual life and our secular lives, for indeed the eyes are the lamp of the body. God bless.
Features
Arming the Sikaman journalists to the teeth

THE relationship between New Times Corporation (NTC) and African Concrete Productions (ACP) is based entirely on matters of the stomach. Each depends on the other in a dietary symbiosis, reinforced by the close proximity of each other
At lunchtime, you’d see a particular set of Times workers marching regimentally to ACP to face the wall. You’d think they are soldiers. It has long been declared that the company manufactures the best kokonte in the Greater Accra Region. ACP is, therefore, a culinary haven for those NTC kokonte fans, both male and female.
As the NTC kokonte warriors cross the border to ACP, you’d see some ACP banku fanatics dancing joyously to NTC. They are lucky folks because they do not have to obtain visa to enter into ‘Times’ to attack the balls of banku with precision and accuracy. They also claim that the lightsoup at ‘Times’ is arguably the best in West Africa.
So the relationship between the two entities was quite cordial and based practically on stomach palaver, until ACP workers staged an industrial revolution, whereupon the managing director, accountant and estate manager were allegedly stripped naked and locked up in a room. An insurgency had began in earnest.
An ACP worker came to ‘Times’, this time not to eat banku and okro. He had come to inform newsmen that juicy stuff awaited them at ACP. It could make a front page lead story.
A camerawoman and a female reporter were accordingly dispatched to go and bring back news, juicy news as juicy as kokonte and groundnut soup.
I was driving to work when I espied the familiar camerawoman clicking away outside the ACP premises. I didn’t see any ‘Times’ reporter but angry workers who were on the verge of getting violent. I slowed down and the driver behind blew his horn at me like a lunatic. I drove on.
Later, I heard the reporter and camerawoman were harassed and brutalised. The report came,. “The camerawoman, Mrs Salome Adonu-Agbottah and reporter Mrs Doreen Allotey, in an attempt to retrieve the camera which the workers had seized from them were severely beaten. They were manhandled and almost pushed into a big gutter opposite the company’s premises.
BRUISES
“….The camerawoman had bruises on her body, her hand bag was destroyed and the money in it stolen. Mrs Allotey’s watch was also snatched and her feet stamped on.”
Luckily, it was not her nose that was trampled upon. She has a beautiful nose.
The bad news was received with extreme sorrow. If the victims had been men, it would not have seemed too bad. But to brutalise women is just unacceptable. The New Times Corporation has not stopped mourning the incident which has been condemned in many circles.
Some people keep asking me why Times sent females to cover a potentially violent demonstration. I tell them they might as well ask why CNN’s amazon, Christina Amanpour, is assigned to cover the carnage in Bosnia-Herzegovina and Rwanda. She is always on the frontline in jeans and jacket.
Journalism is a potentially hazardous profession, and once you accept to study and practise the trade, you might as well bone up to face any assignment as long as your superiors feel you are capable of handling it or you have demonstrated the capacity to handle it. Both males and females can be assigned anywhere, anytime just like policemen and women are assigned.
The only difference between cops and pressmen is that the latter are armed only with a pen and the former with a gun. The question is should newsmen also arm themselves so that in any event of an assault they would not be found wanting in self-defence? They can’t adequately defend themselves with a pen and a jotter. A pen cannot even disfigure an opponent’s upper lip.
Photo-journalists have particularly suffered violence. Spectator ace-cameraman Vincent Dzatse was severely assaulted by AMA men when he attempted to take pictures of their indiscretions.
Sports cameraman, P. K. Arthur has been beaten more than once at the sports stadium when riots errupted and he wanted to capture it on his lenses.
Some sports journalists have been banned from entering the Accra Sports Stadium by supporters because in their comments, they didn’t write “sense”. Some supporters once nearly lynched Christian Abbew, Spectator Sports Editor, near a courtroom. He was stoned like the biblical Stephen. He had gone to defend a contempt charge.
I think it is time journalists met and discussed how best to defend themselves in any event of an attack by individuals or mobs. In the pursuance of their duty, they must be free from harassment and assault.
Some journalists go to work and return home with a black-eye or a double fore-head. It is just not right. Something has to be done about it. I think journalists should be armed. But first we must be trained in the use of firearms so that our warning shot do not hit below the belt. What about training in Kung Fu?
This article was first published on Saturday, October 17, 1998.




