Comments on: Experience is marketing http://digitallyminded.co.uk/2009/12/31/experience-is-marketing/ Mon, 14 Jun 2010 14:44:11 +0000 hourly 1 http://wordpress.org/?v=3.0 By: nick http://digitallyminded.co.uk/2009/12/31/experience-is-marketing/comment-page-1/#comment-6872 nick Wed, 24 Mar 2010 08:54:16 +0000 http://digitallyminded.co.uk/?p=1158#comment-6872 Malcolm Gladwell quotes in the comments! Readership must be on the rise. Empathy is surely the magic dust that allows the crossover from service to sales. Without it the two philosophies remain poles apart. Thanks for the input, Mark. Malcolm Gladwell quotes in the comments! Readership must be on the rise.

Empathy is surely the magic dust that allows the crossover from service to sales. Without it the two philosophies remain poles apart. Thanks for the input, Mark.

]]> By: Markytee http://digitallyminded.co.uk/2009/12/31/experience-is-marketing/comment-page-1/#comment-6866 Markytee Tue, 23 Mar 2010 21:42:07 +0000 http://digitallyminded.co.uk/?p=1158#comment-6866 Empathy - done well - is one of the key elements when making the proposition an attractive one. Done badly, however, it just stinks of cheese and loses the salesman, and the company he/she represents, credibility. Understanding the mindframe of the purchase, the decision-making process and the journey that got someone to that point in the first place gives the salesperson a step advantage. If they can enhance their offering by playing the role of the maven and the connector as well as that of the salesperson (The Tipping Point, Gladwell, 2000), they'll effectively seal the deal, because the decision to buy is hugely enhanced by the value-add that the salesperson brings to the table, as it offers an insight into the journey onwards from the buying process. Empathy – done well – is one of the key elements when making the proposition an attractive one. Done badly, however, it just stinks of cheese and loses the salesman, and the company he/she represents, credibility.

Understanding the mindframe of the purchase, the decision-making process and the journey that got someone to that point in the first place gives the salesperson a step advantage. If they can enhance their offering by playing the role of the maven and the connector as well as that of the salesperson (The Tipping Point, Gladwell, 2000), they’ll effectively seal the deal, because the decision to buy is hugely enhanced by the value-add that the salesperson brings to the table, as it offers an insight into the journey onwards from the buying process.

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