You think closing deals is about having the best product, the fanciest suit, or the slickest PowerPoint presentation? My friend, in Africa, sometimes it’s about knowing the right mutupo (totem). Yes, you read that right mutupo!
The Day a Totem Closed a Deal
I once witnessed a salesperson who had been struggling to get through to a very tough client. He had pitched everything under the sun discounts, value-adds, even free delivery but the client kept nodding politely and saying, “We will see.”
Then, just as the salesperson was about to give up, he asked casually:
“By the way, what’s your totem?”
The client sat up. His eyes sparkled.
“I’m a Shumba (lion).”
The salesperson smiled and replied with all the respect in the world:
“Ah, that’s also my totem, you’re my Father?”
Ladies and gentlemen, the deal was signed in less than 10 minutes.
Why Totems Work Like Magic
In African culture, a totem is more than just a name it’s a bridge. You’re never really a stranger to anyone because, trust me, somewhere down the line, your cousin’s aunt’s uncle probably married into that totem. Suddenly, the person across the table is no longer a “client” they’re “family.”
And who says no to family? Not in Africa!
The Nyaradzo Group Example
If you think this is just small talk, look at one of Zimbabwe’s most successful brands Nyaradzo Group, founded by Mr. Phillip Mataranyika.
This man understood the totem principle so well that he made it part of his business culture. He prefers to be called Nyati (Buffalo), his totem, and he often asks others their totem as a way of connecting. Before you know it, you’re no longer speaking to “Mr. Mataranyika the CEO,” you’re speaking to Nyati, your uncle, your brother, your family**.**
That’s how Nyaradzo managed to become more than just a funeral assurance company. It became “Sahwira Mukuru” (the Big Friend). Why? Because through totems, the business created bonds deeper than contracts bonds of kinship.
Forget Discounts, Build Relationships
Many businesses think they can win clients by reducing prices. But here’s the truth: value and relationships beat discounts every single time. Ask someone their totem, share a laugh, make them feel like you’re kin and you’ll be surprised how doors open.
Sometimes in Africa, the handshake is the contract, and the totem is the ink.
Next time you’re meeting a client, don’t just rehearse your pitch. Don’t just polish your shoes. Ask them their totem. You might find that the quickest way to close a deal isn’t through your PowerPoint, but through your ancestors.
By The Chartered Vendor
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