Table of Contents Toggle New time Example New time We have already deeply entered a post-industrial economy, where a large part of the gross product is generated through the provision of services rather than material production. Moreover, material production has surpassed the point where one could judge an item solely Continue Reading
Sales
Articles about sales, sales techniques, and sales secrets. Most of these articles became the core of the book “White Sales.”
Cats in bags
Imagine a marketplace where people are selling cats in bags. One seller has a beautiful, colorful bag with the label “elite Persian cat,” another has a simple canvas bag labeled “mouse-catching cat,” a third one says “ordinary cat, inexpensive,” and the fourth has a photo of a fluffy cutie stuck Continue Reading
Add yourself.
Why did Samsung, despite making products that were even better than Apple’s, struggle to compete with Steve Jobs until his death, at least in terms of consumer affinity and loyalty? It was easy to imagine an Apple fan, but completely impossible to envision a Samsung fan. Before Steve Jobs returned Continue Reading
The market for random sales
Most companies try to stay in the market without a clear understanding of “what” they are offering. They either have no idea what they are selling or are caught up in the hustle and routine. In any case, they show little interest in the reasons why customers choose their products Continue Reading
“Default ‘No'”
It turns out that some people start to understand two simple things in childhood. The first: if someone offers you something, it means they want something from you. The second: if you say “no,” you can get even more. — Masha, do you want some porridge? — No! — And Continue Reading
Level
Salespeople often develop the belief that if they are selling their product, the target person they need to communicate with is a bureaucrat in the organization whose business card says “Director of Product.” However, in most cases, these are not the people with whom you can discuss the business problems Continue Reading
How to organize cross-selling
In business-to-business communication, motivation plays the same role as it does in interactions with people. Motivating with money is foolish and ineffective. Often, one business (A) offers another (B) a “partnership” based on the idea that Business B sells the products or services of Business A and receives a commission Continue Reading
How to achieve the volumes?
Imagine that you are selling something that you simply cannot sell or produce in large volumes. This something becomes a golden opportunity for you, as you don’t even reach the level where economies of scale become noticeable. What should you do in such cases? Produce something else that doesn’t contradict Continue Reading
What is your budget?
A question that a seller needs to know the answer to sooner or later. It’s easy to understand a buyer who is reluctant to reveal their cards. The buyer is right. No matter what budget you mention, there will always be a way to exhaust it completely. So how do Continue Reading
A Jew from Fez
Fes is a city in Morocco that the French quickly added to the UNESCO World Heritage list. Yes, the medina of the old cities in Morocco is unique. It features houses turned inside out, with windows facing inward and blank walls on the outside, narrow and extremely narrow streets, some Continue Reading