Dear Salesperson, the customer isn’t buying your product. He is buying the version of himself after using it. Sell that. He is not buying a car; he is buying status, convenience, and the feeling of having “arrived”. She is...
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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...
“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...
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...
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....
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...
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...
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...
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...
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,...