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For faster sale, inflict prospect with pain of real buying reason

Every buyer has a hidden reason for buying. PHOTO | FOTOSEARCH
Every buyer has a hidden reason for buying. PHOTO | FOTOSEARCH  

“Mtawapele-kea nini? [What are you buying them?]” the hawker asked, and we burst out laughing.

The Maasai lady who was hawking in Kitengela had nailed the most effective sales pitch in those two words, “Mtawapelekea nini?”

She successfully played on our pain point. The three of us men simultaneously burst out laughing because we instantly knew whom she meant (our wives) and what it meant.

She knew that we would score highly with our respective wives, if we came back home with a gift for them, and so she played on that by eliciting guilt.