Why do people buy or not buy your product? This quote can help. “People don’t buy their way into something they buy their way out of it.” What a quote, huh? But what does it mean? Win their hearts and minds The reason why most customers do not buy your product is because they succeeded
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“I want a salary increment because my personal expenses have increased.” Good luck with that. I mean, why should they buy? “Why should they buy?” This is the question every seller should ask themselves. “Why should they agree to (buy) my proposal for sponsorship?” “Why should my students buy (learn from me), their teacher?” That’s
Conflicting buyer and seller needs can be subtle. Buyers are a tricky lot; they may echo a problem collectively but have idiosyncratic pain points. When it’s one thing they need and are struggling with, it doesn’t matter that it’s 3% of your product, it only matters that it’s 97% of their problem. Buyers don’t
Because of the coronavirus inexplicable numbers even for PR expert CS Mutahi Kagwe, what to sell now, is one challenge that seems to baffle him, everyone Today, let me ramble. I have a feeling I’ll be speaking for many. What do you do when your selling gambit starts losing its bite? The shock value of
The progressive seller doesn’t leave anything to chance; he spells it out for the buyer, emphasizing ‘your’ not ‘our’ Buyers are selfish. They can afford to be. Sellers cannot. (Next week’s article will build more on this topic). Buyers want what they want. Successful sellers want what the buyer wants. Mediocre sellers compete with buyers
Stand out in sales. Unfortunately, the average seller, doesn’t focus on the buyer’s need preferring instead to dwell on his Instead of standing in line with your product differentiation, stand apart with your selling. The former has a limited shelf life before it is copied, or bettered. In any case customers don’t buy what your
The unfortunate thing is that many times buyers say yes to put you off and not because they know anything about the product. Whereas a measure of assumption is inevitable in selling, there are instances where it can cost you the sale. Here are three such. Assumption One When opening the sale you ask the
Grow your sales muscle and remember the buyer has a problem he wants to resolve with the purchase. With this knowledge, try this… If you acquiesce to every request for a discount, your sales muscle gradually atrophies. You never grow as a sales person; you grow as a price warrior. You score an A for
To the lay person, the trick is to reverse the pitch starting with value then benefit, and unless the feature is easily understood, ignoring it completely. The eyes you are reading this through have an ancillary body and muscle, anterior chamber filled with aqueous humour, cornea, vitreous body, macula, iris and retina. Unless you are
Benefits sell features tell. Why do you dress?” I usually ask participants during my workshops. Almost always, there’s an awkward silence, with participants wondering the absurdity of the question; and then the answer follows to rub home the queerness of my question. “To cover ourselves, of course!” “Really?” I press. “So why not wear skin
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