Shibumi in selling – part 2

Shibumi in selling – part2

Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling.

Shibumi in selling is selling without selling out. It is to have such a product or service that you don’t have to sell out. Your customers don’t simply buy your product and service, they buy in. Meaning that they don’t see it as a simple transaction. They keep buying even without your involvement (recurrent sales) or they talk about their experiences around them, which brings you new customers. 

Both cases make you selling without effort.

But, how this can be possible? Am I being too optimistic (againJ)? 

From my perspective there are two ways to reach that point. First one is to have a unique product/service that everybody wants. It is like being the only lawyer in town. This can happen very rarely in a free market. 

Second one is selling in a unique way, through helping your customers to make the best buying decision for themselves; even if it is not your product or service. For example, when you go for shopping and try a jacket. You fell that there is something wrong with the fit but the salesperson is so good in selling, she convinces you to buy. After a while, you realize that you don’t wear that jacket so much indeed because there is something not right with the fit. 

How likely it is for you to keep shopping in the same place from the same salesperson? 

Now, imagine a different scenario where the salesperson tells you that it is not your ideal fit, and asks you to come back in few weeks to see the new collection. She helps you to make the best decision for you (not for herself). In other words, she helps you to avoid a bad decision.

How likely for you to go back to same place for your future shopping, or recommending the store to your friends? 

Yes, and this would make this salesperson keep selling without effort. 

I believe that is how we can reach Shibumi in selling.