Your uncle has just passed away. The atmosphere is tense. Aunties are crying in the corner, the church choir is humming softly, and the elders are whispering about “arrangements.”******
Then suddenly, someone drops the bomb:
“Haa guys… do we even have funeral cover?”
Silence.
Within minutes, a new WhatsApp group is born: “Funeral Contributions for Uncle Tonde.” And like magic, numbers you haven’t seen in years pop up. The group admin types: “Guys, the body needs to be buried by Saturday, please send what you can.”
The first contribution comes in $5 from that one cousin in the UK who always sends pictures of himself at Nando’s but never actual money. Others type “Noted” as if that will buy a coffin.
When the Pain is Fresh, the Wallet is Open
Now the coffin debate starts. One uncle says, “Let’s get a strong mahogany one.” Another replies, “We don’t have mahogany money.” Someone else even suggests renting a coffin for the viewing.
And then, right in the middle of this circus, a Nyaradzo agent walks in, briefcase in hand, funeral plan papers ready. My friend, you will not even ask the price. You’ll sign so fast the pen will smoke.
Why? Because you are in the buying window the pain is fresh, the urgency is high, and you need a solution right now.
Where Salespeople Get It Wrong
This is where many salespeople mess up. They wait until the pain has faded before they pitch their product.
That’s like showing up with a fire extinguisher when the house has already burned down. You’ll get polite smiles, a “We’ll think about it,” and the deal will vanish.
If you’re selling borehole drilling services, knock on doors when the whole suburb is carrying buckets from the council tap not after the rains have filled every water tank.
If you’re selling car insurance, close the deal when the driver has just seen a kombi reverse into his bumper not three months later.
Timing is Everything
Selling outside the buying window is like trying to sell an umbrella in the middle of summer people will wave you away. But show up when it’s raining and everyone is drenched, and you’ll sell out in minutes.
So, next time you spot a client in pain, don’t say “I’ll follow up next week.” That’s like a doctor telling a bleeding patient, “Let’s meet for surgery in two months.”
Capitalise on the moment. Solve the problem while it’s still screaming for a solution.
The Golden Rule of Sales
In sales, timing isn’t just important it’s the difference between closing the deal and losing it forever.
So remember: Sell them the umbrella while it’s still raining.
By The Chartered Vendor
#AfricanBusiness #SalesTips #BuyingWindow #CloseTheDeal #SalesWisdom #BusinessLessons #EntrepreneurshipAfrica #SalesHacks #JerryNyazungu
