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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Charles Kettner
(Visit Charles's Website)
Charles Kettner, aka “The Specialist”, is
a professional sales and management
trainer and published author, having
recently released “The Specialist” Sales
and Management Bible. He resides with his
family in Virginia Beach, VA, where he is
the host of a regional daily radio show,
The Specialist Radio Hour, dedicated to
sales and management training.
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The Specialist Sales and Management Training Blog - Expertise in Sales and Management Training. Charles Kettner, aka The Specialist, is a professional sales and management trainer and published author, having recently released The Specialist Sales and Management Bible. He resides with his family in Virginia Beach, VA, where he is the host of a regional daily radio show, The Specialist Radio Hour, dedicated to sales and management training.
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