Sight-seller

• The sight seller is a sales tool, co-developed with Whitten & Roy Partnership (a customer sales consultancy) that simplifies the messaging of financial and non-financial benefits during a sales pitch.
• Sales agents use the picture-based document to highlight problems on the farm, such as energy and fertilizer costs, before proposing a solution and calculating the associated savings over 10-years (the warranty period Sistema.bio offers).
• The farmer is encouraged to visualize what they would do if they had these savings in their bank account, compared with spending it on charcoal, firewood and/or chemical fertilizer.

For the company:

• Allows Sistema.bio to have one systematic sales message across the country, and even across regions.
• It helps sales agents understand the client better by talking with them through their current challenges.
• Sales agents can convey to farmers that a small initial deposit now is relatively minor when compared with the 10-year savings that the farmer will get by using a biodigester.

For the customer:

• It is an effective way to help farmers understand how the financial and non-financial benefits come together to trigger a purchase decision.
• They are involved in the process of calculating costs and savings.
• Farmers gain an increased awareness of their current situation.
• Farmers gain an understanding of the total value the solution can unlock for them over ten years.

For the company:

• This tool prevents inconsistent messaging from sales agents across the country to potential clients.
• The tool helps onboard new sales agents; equipping them with a framework to quickly learn and practice.

For the customer:

• The sight seller guides the salesperson to have a problem led conversation rather than a solution pitch, encouraging an interactive discussion, rather than a sales pitch monologue.
• The picture-based document helps overcome any illiteracy or innumeracy barriers.
• No hidden surprises about the steps required in purchasing a biodigester.

Other companies that also use the Sight-seller technology (developed by the Whitten & Roy Partnership) to drive uniformity in their sales processes include:

• Mwangaza Light
• Bidhaa Sasa