What is an example of commoditizing a product? This is: “Our debit card will allow you to pay for services at no extra cost. All you do is swipe. Our bank account has no ledger fees. You will also access your account online or an app.” The prospect yawns: “What’s new?” he wonders. Indeed, what’s
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It is your responsibility as seller to differentiate your product to buyer. To make your product stand out in the buyer’s mind. To begin with, 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? The mask with a creative
“Make a customer, not a sale.” How? Via stupidity and selfishness, not the brochure and jargon. Let’s find ease in this disease. Let’s celebrate a birthday-our column’s birthday. Appearing weekly in the Business Daily, Sales Pitch is now eight years old. This is the 380th article. How do we celebrate? By blowing one candle for
It doesn’t make you less of an engineer because the client asked to see an engineer, yet you are one; it makes you more of a salesperson when you oblige. But I’m an engineer, not a salesperson you indignantly respond. Yes. But, remember you are selling So what! So what if the buyer tells you,
Close Faster, Simplify the Sale. The buyer isn’t asking to get the nuts and bolts of the situation. All he needs is assurance and confidence. Assurance that the problem can be resolved and confidence that you can do it. Many times all the buyer wants to make a decision to buy is an appreciation of
It’s not easy ‘speaking in English’, especially for an expert (and every seller is one). And yet, the fact that your larger audience is almost always lay, the importance of doing so cannot be gainsaid. Obfuscation. Chicanery. Subterfuge. Experts say these are the ingredients of successful politics; flummoxing the audience to leave them nonplussed. Unfortunately,