What can we observe from a Bikini?
“A Bikini reveals 90% of a surface. It’s the 10% hidden that the audience want the most they are willing to pay for it.”
Can we do the same when selling?
Let customers see, or even use, the product one part at a time. If it solves their problems, address their needs and give them satisfaction, they will crave for more. Finally, for the most significant portion, charge them ten times the rate.
This approach works best for information and information systems, whose decomposition is relatively easier than other concrete goodies.
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Tags of this article: customer-management,How to manage Information Systems,information,sale,sales.
Last update August 29, 2007
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