Remove friction in the purchase experience

But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs.  The former tends to look inwards and can…

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What we learn from online sellers in time of COVID-19

Respect the importance of prospecting, and that the activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop right at the entrance of the building that housed them, and the other’s shop was at the end of a dimly lit…

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Don’t ‘sell’ in this uncertainty, prospect instead

These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever a time prospecting was key, it is now. But how do you prospect in these uncertain times we’re in?…

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Work with buyer’s name for your product

In the case of product name, buyers will refer to it the way they understand it and expect the seller to know what they mean. Unless they are on premium, most buyers rarely differentiate a product the way it’s seller does.  The seller uses its official name. Buyers refer to it, as they understand it….

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Parents buy teaching, not the school’s costs

As with any new product, instead of defending insignificant reduction in fees, schools should first “demo” the service to justify its price (and hopefully value) before selling it. What a deadlock! On one hand, as one newspaper put it, “Parents are in revolt over the unrealistic costs associated with virtual education for children out of…

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How to differentiate your product to the buyer

It is the seller’s responsibility to make his product stand out from the competitor’s, and more importantly, stand out in the buyer’s mind. And this is rarely achieved by … Which of these are you likely to use? When withdrawing money using Visa, the ATM with a sanitizer next to it or the one without?…

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Formula of deepening sale from my plumber

“Ukiwa tayari uniambie.” (Let me know when you are ready). I became ready this year (likely because of wife pressure) and he made another sale when he did the job. Let’s take a break from matters disease and talk about my plumber. The man is living testimony of how professionals and technical staff can deepen…

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