How Greed Can Cost You The Sale
How Greed Can Cost You The Sale
I can't tell you how many times the "Buyer" has set the ultimate test in motion just to see if the salesperson is greedy or really sincere. An example I saw recently when I was observing a friend sell a product to a customer. The customer told the salesperson that he had four trucks and wanted to know how many mobile units the salesperson recommended. Nine salespersons out of ten would have recommended 4 mobile units.
Being mentored by none other than "The Specialist" the salesperson recommended 1 mobile unit and went on to explain that if the "Buyer" saw the benefit to his business with the one unit that he could always call and add 3 more. That was exactly the correct technique. As it turned out the "Buyer" told the salesperson that was the answer he was hoping he would say because he was testing him and would not have done any business with him if he had said 4 units. More is not always better. Because of that salesperson's lack of greed the "Buyer" eventually bought 3 more but more importantly recommended the salesperson to 3 more of his friends netting literally thousands of dollars in sales.
The bottom line is that when you are tempted to go for the big sale for the most money because you think you can have some compassion, put sincerity for your customer before GREED for yourself. You will be amazed at the results!
How Greed Can Cost You The Sale - To learn more about this author, visit Charles Kettner's Website.
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Most salespersons believe that when they find the "Buyer" they should sell him or her as much as they can for as much as they can. Big mistake!
I can't tell you how many times the "Buyer" has set the ultimate test in motion just to see if the salesperson is greedy or really sincere. An example I saw recently when I was observing a friend sell a product to a customer. The customer told the salesperson that he had four trucks and wanted to know how many mobile units the salesperson recommended. Nine salespersons out of ten would have recommended 4 mobile units.
Being mentored by none other than "The Specialist" the salesperson recommended 1 mobile unit and went on to explain that if the "Buyer" saw the benefit to his business with the one unit that he could always call and add 3 more. That was exactly the correct technique. As it turned out the "Buyer" told the salesperson that was the answer he was hoping he would say because he was testing him and would not have done any business with him if he had said 4 units. More is not always better. Because of that salesperson's lack of greed the "Buyer" eventually bought 3 more but more importantly recommended the salesperson to 3 more of his friends netting literally thousands of dollars in sales.
The bottom line is that when you are tempted to go for the big sale for the most money because you think you can have some compassion, put sincerity for your customer before GREED for yourself. You will be amazed at the results!
How Greed Can Cost You The Sale - To learn more about this author, visit Charles Kettner's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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