On the surface these look like genuine reasons to buy; but they are no different than being invited to buy a shirt because âit will cover your nakednessâ. Why do buyers really buy your product or service? Chew on that; weâll come back to it. In my classes, whenever I ask the question, âWhy
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In other words, the seller tweaked what the product can do for buyers, commensurate to who the buyer was. Donât tell them what you made. Tell them what it can do. For them. I recently read this somewhere and its explicitness inspires todayâs post as it captures the essence of successful selling. Entrepreneurs should especially
The unspoken sentiment is that this is no longer a âbusinessâ problem but a Sales problem. That profit raking salespeople come automatically. What the business soon realizes is that a sales team is a different kettle of fish âSara, have Sales do that thing where profits go up.â So the CEO, in a cartoon strip,
2016 will be over this Saturday. In keeping with end year tradition, herewith the Sales Pitch highlights of this year. On the twelfth month of Sales Pitch my âtrue loveâ sent to me, the importance of painting a picture using practical relevant to the buyer examples for him to âget itâ. On the eleventh month
Disrupted banks, media, and businesses have to sell to customer benefits not the businesses features. This calls, not for a transformation, but evolution of business. After all, “Innovation is not just another app”, so Prof. Patrick Njoroge, CBK Governor, reminded banks To begin with, customers donât buy the features of your product. Customers buy the
Make opening about the buyer. Include these three qualities: brevity, succinctness, and being gripping. Remember the objective is to engage⊠âBoss. Hiyo wiper yako ikipiga, itaharibu kiooâ Told to me by a hawker, this is the most gripping opening of any sale Iâve heard. In only seven words he had my full attention. He did
Best pick up lines for a girl, Effective ways to approach prospects, How to get the buyer's attention
When the buyer asks why he should deal with you, itâs not facts he seeks, itâs emotionâ a hand in marriage. âWhy you?â she asks and he says, âBecause your friends will be jealous of you for bagging tall, dark and handsome me. âVain? Yes! And thatâs how you also sound when you rattle off
Houses on sale, Kenya Orient Express, What is the difference between benefits and features
Buyer behaviour, Features vs Benefits, Relationship Building
No buyer is concerned with your product or service (yes, you too have one you are selling). Your buyers (yes, you have those too) are only interested in what your service or product can do for THEM. How will it benefit THEM? So, embrace selling even if you are not a salesperson Embrace selling even
How to ask for a raise, how to show the benefit to the buyer, McKinsey & Company on culture change
Buyer behaviour, Features vs Benefits, Organizational Culture
Driven more by esteem than need, buyers want all the trending bells and whistles in a product. And yet, will most probably use one âbellâ. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the
Do customers know what they want?, How to eliminate jargon when selling, How to simplify the sale, Maslow's Hierarchy of needs and selling
Buyer behaviour, Education, Features vs Benefits, Technology
Eliminate jargon when selling. Jargon is common knowledge for those in the same industry-not outside. Jargon is a gun many salespeople inadvertently shoot themselves in the foot with. Finally! I understood what 5mbps meant. And in the process, I was also reminded of the importance of eliminating jargon when selling. Speaking English, as I call