Features
How to sell during COVID-19 By Emmanuel Kwabena Abrompah
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 wonders of love…

A haircut I had about a week ago didn’t go down well with many. Someone quite close to my heart saw it, examined it critically and felt dizzy.
“What’s this?” she proceeded to ask me.
“An international hairdo,” I replied.
She was disgusted, in fact disappointed. The problem with the haircut is that the style is neither Punk, Tokyo Joe nor Show Your Back. If anything, it is a combination of all—and I liked it, for a change.
It was when I bounded downtown that someone called me and enquired whether I was no longer a journalist. He said I looked like a well-fed Warrant Officer.
“Class One or Class Two?” I asked.
Another studied my head as if he was studying physical geography and pronounced that I looked like a boxer who can throw dangerous punches. Still, someone was of the opinion that the haircut didn’t quite fit me, but admitted that I looked like a prosperous merchant.
Commendation
I remember some three months ago, I had a haircut that made two girls fall in love with me. In spite of the fact that the barber was not a graduate, the cut was such that they couldn’t help admiring it. One of them actually ‘checked out’ the style and commended the barber.
The other was more bent on the ‘love matter’ but I was too busy to give her any attention. LOVE!
I was reminded of this when I viewed a premier showing of the latest Sikaman film titled THE POWER OF LOVE. The film kept me thinking. Some of us have long forgotten about what it is like to be head-over-heels in love. When we were students, we had such experiences because there was nothing doing anyway.
We were either learning how stylishly to smoke ‘jot’ or how romantically to fall in love. Anyhow, I was intrigued by this latest movie because of the way love unlimited was portrayed on screen. It took my memory back many years to relive those youthful days when we felt we’d really die if jilted by our lovers.
The storyline of THE POWER OF LOVE is really an exciting one. The combination of love, treachery and intrigue made me feast my eyes intently on the screen, unbelieving the extent the force of love can reach.
Ama and Afua are good friends. But when it comes to matters of the heart, they have different tastes; Ama is content with only her boyfriend (a student) and Afua samples the bigwigs around town. Afua, not satisfied with the shots in town, wants Ama’s boyfriend Joe in addition. She lies to Joe that Ama has often been picked by a man on four-wheels, whereupon Joe dismisses Ama and takes on Afua.
Ama doesn’t realise that it is her best friend Afua who is destroying her relationship with Joe until she catches her having sex with him. She collapses and goes out of her mind from the broken heart. But before then, she had been made pregnant by Joe.
Having escaped from a psychiatric hospital, she roams town murmuring Joe’s name. Heavily pregnant now, she espies Joe boarding a mini bus and runs towards him. Joe, seeing her approaching, quickly disembarks and takes off.
Ama pursues him furiously, and he runs to his home where he finds his bosom friend Frank making love to Afua. He immediately realises the treachery of Afua who instigated him to leave Ama.
He intends leaving the home in disgust and meets mad Ama at the door and embraces her despite her madness. Instantly, she regains her sanity.
Love indeed heals the wounds of the mind and it is the greatest positive force in the world. Incidentally, the greatest negative force is hatred.
Greatest force
Now coming to talk about love, I reiterate it is the greatest force imaginable. That is why a man will butcher his rival to death if he catches him climbing his wife without asking permission; and a woman will go mad if jilted.
It is also for this reason that a young boy who is scared stiff of cemeteries and under normal circumstances would not dare go near one, will this time walk boldly through a cemetery at midnight if that is the only way to his lover’s abode.
The Bible describes love for our neighbours as the surest way to heaven: Love thy neighbour as thyself.
Unfortunately, what Ghanaians are more interested and skilful in is loving the opposite sex. Romance under the cover of darkness is what we understand love to be all about. When it comes to loving our fellow human beings, we are found wanting.
People hate others just because they are of another tribe and do not speak the same native language. Too much grudge-bearing that does not augur well for national development.
War in Liberia, carnage in Rwanda are the results of the absence of love for one’s fellow being. If everybody could express a little bit of love for his fellow being irrespective of tribe, race, politics or religion, Sikaman—and indeed, the world—will be a more habitable place.
This article was first published on Saturday, October 29, 1994
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Features
Monsieur’s daughter – (Part 7)
“Sir,” Ms. Odame said when David Asante answered the call, “my name is Victoria Odame. I’m a teacher at Research School in Koforidua. I would like to come and see you concerning a student called Sarah.”
“Okay, madam. I would be very glad to meet you. How can I make your trip easier?”
“I was going to join a bus to Accra.”
“Here’s what we will do. Take a taxi and ask them to bring you to Accra. I will speak to the driver, give him the directions, and pay him when you get here.”
The taxi stopped in front of the house. The gate opened, and the driver moved to the long driveway and stopped.
“What a beautiful house,” he said.
David and Adoma came out to meet them. Adoma paid the driver as David and Sarah stared at each other.
“Please come in and sit down,” Adoma invited. She served them water.
“You are welcome,” Adoma continued. “We have been waiting anxiously since you called this morning. So please, let’s hear you.”
Before she could open her mouth, Sarah rose, moved to David, hugged him, and sat on his lap. They both broke into tears. Adoma and Ms. Odame also broke into tears.
“Sorry, madam,” David said. “This whole episode has been a very difficult one. But let’s do the proper thing. Let’s hear you first, and I will also speak. I’m sure we need to answer some questions immediately.”
“Okay, sir. I have been taking an interest in Sarah because, although she’s brilliant academically, she seemed to be troubled. Following my discussions with her and some whispers I had been hearing, I went to Aboso Senior High School and spoke to your former colleague, Mr. Hanson. He told me that you were an exemplary teacher who was loved by all, and he also told me about the unfortunate events that caused you to leave for Germany. So I returned to Koforidua with the view to finding the appropriate means of helping to solve this problem.”
“Great. Ms. Odame, I have to thank you for finally helping us to solve this problem. Now, let me state the facts. This is what happened.
“Gladys and I met and got married whilst we were both teachers in the school. Some months into our marriage, she told me that she needed to spend some days with her parents, and I agreed.
“It turned out that she was actually spending time in a hotel with her ex-boyfriend, Simon. This happened again after Sarah was born. I got wind of this and told her that I was no longer interested in the marriage.
“I started preparing to travel to Germany. She pleaded for forgiveness, but I stood my ground. Then she told me that she would punish me for rejecting her.
“She came out later to say that Sarah was not my child, but Simon’s. She went and hid her somewhere, obviously expecting that I would fight to take my child. I was actually going to do that, but my parents advised me that it was almost impossible to win such a fight.
“They advised that, difficult as it sounded, I should leave the child with her because she would come back to me eventually. I have absolutely no problem taking care of you, Sarah. I am taking care of quite a number of kids who are not mine. So that is what happened. My hands were tied. I have been trying to find out how you are doing.
“I kept hearing that you were doing well at school. I also heard that Gladys and her husband were having problems, but I kept hoping that my daughter would at least be okay till it was possible for me to go for her.”
“Sarah, now you have met your dad. You will be free to—”
“I’m not going anywhere!” she declared as she held on to him.
“You don’t have to worry about that, Sarah,” Adoma said. “We have been looking forward to the day you come home. This is your home. Now, you have to meet your siblings.” She called Abrefi and Adaawa.
“Girls, we told you that you have a sister who would join us anytime. Now here she is.”
“Sarah?” Abrefi asked.
“Yes,” Adoma replied. The girls hugged her and took her away.
“Now,” David said, “I think it is time to call Madam Gladys.” He dialed the number.
“My name is David Asante. I’m here in my house with my daughter Sarah. I hear you have told her all sorts of crazy stories about me. I could make life very difficult for you, but I won’t.
“You are your own worst enemy. I don’t think you should be expecting her anytime soon. What do you say?”
Gladys stayed silent for over a minute, then cut the line.
“Food is ready,” Adoma announced. “Everybody, please come to the table.”
Sarah chatted excitedly with her siblings as Adoma and David spoke with Ms. Odame. She kept staring at her father.
“Now, Ms. Odame, after you have brought such joy into our home, should we allow you to go back to Koforidua today, or should we wait till we are ready to release you? I could call your husband and ask permission.
“And please don’t tell me you didn’t bring anything for an overnight stay. There are several supermarkets around here. We can fix that problem quickly.”
“I will beg you to release me. Now that I have been so warmly welcomed here, I already feel part of this home. Koforidua is not that far away, so I will visit often.”
“Well, let’s see what the kids have to say. Ladies, shall I release Ms. Odame to go back to Koforidua?”
“No!” they shouted, and all broke into laughter.
“Ms. Odame, I will have mercy on you. But we are going to do something to make it easy for you to visit us. My wife wants to show you something. Please follow her.”
Adoma led her to the driveway as the others followed. They stopped in front of the car.
“This is a Toyota Corolla 1600. It is very reliable and good on petrol consumption. We are giving this to you in appreciation of your help in getting our daughter back to us.
“And here in this envelope is a little contribution to help you with maintenance. And here in this other envelope is a gift to help with your children’s school fees.”
As she stood, stunned, and stared from the car to the envelopes, David put his hand around his family.
“Let’s leave her to take a look at her car. Ms. Odame, one of my drivers will drive you to Koforidua and leave your car with you. We are waiting inside.”
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