Making The Sale...

[Dien Rice]

Originally Posted by MichaelRoss

Um... Actually, there is no business without someone Wanting something.

Don't matter how Brilliant a Salesman you are, if'n the person does not WANT what you are offering you will NOT make a sale.

Just try and sell me a CD of 50 Cent or M&M. I wouldn't listen to them if Given them so I ain't buying them no matter how good the Salesman.

Hi Michael,

I agree, it starts with a want...

Of course, even if it is something you want... you go through fluctuations of how much you want it, and what priority it takes among all the other things.

For example, let's say that you sometimes feel that you really want a stress-relief wrist band...



However - although you want it - there are also a lot of other things you'd like to spend your money on. Maybe you'd also like some new seat covers for your car, and you'd also like a new audio course on CDs you've heard about. Because of your limited cash, you can't buy them all right away. Do you spend your money on those other things first, or on the stress-relief wrist band?

Now, let's say you're in a store where they sell the stress-relief wrist band, and you're having a look at it. A salesperson comes up to you. He asks if he can help you, but he looks kind of bored, and he's obviously hoping for the hours to go by so he can quickly go home. You'd probably be more likely to say "no, just looking", then go away.

But, now let's say you're in another store which also sells the stress-relief wrist band, and you're again having a look. A salesperson again comes up to you, and notices you're looking at the sales-relief wrist band. She says, "Wow! I see you're looking at the sales-relief wrist band. I have one of those myself, and I also bought one for my husband. They really work, I love it! There's nothing better than to go home after a hard day's work, to slip on my stress-relief wrist band, and relax!"

Now, surely you're more likely to buy... This person obviously likes it, and is even providing a testimonial! I think you're much more likely to buy in the second case than the first case. And it follows what Zig Ziglar says... The second salesperson obviously likes the product, and is even enthusiastic about it, and she has helped to transfer her feelings about it to you. Whereas the first salesperson was pretty bored and ho-hum, and also probably transferred some of those emotions to you... Which would make you want to go home quickly too!

Anyway, even if someone already wants something, there are always other competing "wants" meaning a decision is required... But your point is taken.

Cheers,

Dien