Selling Business Techniques in the Philippines
There’s definitely a peculiar Filipino buying and selling culture. Knowing them may help get an edge in the selling business.
First, there’s a so called “buena mano” or good hand in the selling business. And what’s a good hand? The first buyer in the morning or afternoon is the good hand that brings in business luck. Not only that, being a good hand also makes the first buyer a recipient of luck through the day. So there’s a lure in telling Filipino buyers they’re the good hand.
Being good at counseling buyers also does the trick. Most Filipino buyers like being helped out in finalizing their buying decision. Lots of times they’re lost as to what and how many to buy. It’s not simply telling them to “just buy” but it’s in helping to convince them that they’re about to do a good, wise buy. Most Filipino buyers want to share the guilt of having bought something they really do not need—or share the burden of a tough buying decision. A sharp and skillful seller will make good selling business if such opportunity is discerned and grabbed.
Good pairing or partnering sense is an asset in the selling business. Most Filipino buyers love being praised. And it’s good to place praise where it is deserved. A discerning seller readily sees how a merchandize will look good on a potential buyer. A hanky being sold can easily be paired with a buyer’s earrings, a pair of sandals with a pair of jeans, a wrist watch with the color on the fingernails, and a shirt with the built or size of a buyer. Filipino buyers love the idea that items are seen making them look better, or younger. That’s excellent business sense in the Philippines.
Here’s a taboo: never, never address Filipino buyers as grandpa (“lolo”), grandma (“lola”), old man (“tatang”), or old lady (“inang”). A good selling business sense is call them “sir” or “ma’m” or bro (for brother) or sis (for sister). Address young adult Filipino buyers as “kuya” or big brother, or “ate” or big sister. To most Filipino buyers addresses that insinuate old age are an insult. They may not react violently but they won’t buy anything from the addresser—and might even make sure they never pass that way again, ever.
The most effective selling business techniques to lure Filipino buyers into really buying a lot and more often are relational in nature. If one can make then feel special, they’re hooked.
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