Guest Ornello Posted March 22, 2012 Share #101 Â Posted March 22, 2012 Advertisement (gone after registration) That's a new one to me! Â What do you mean? A good salesman will whittle the choices down to two for you. Link to post Share on other sites More sharing options...
Advertisement Posted March 22, 2012 Posted March 22, 2012 Hi Guest Ornello, Take a look here Arrogant dealer........ I'm sure you'll find what you were looking for!
earleygallery Posted March 22, 2012 Share #102 Â Posted March 22, 2012 What do you mean? A good salesman will whittle the choices down to two for you. Â That's not what you said! Â A better salesman will whittle the choice down to one and only option, being the best one for the customer (assuming the customer is unable to make their own decision). Â Personally I prefer to make my own choices. I research any major purchase and I know what I want. I accept that some people are clueless and can be sold pretty much anything but I think they are a minority. Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #103 Â Posted March 22, 2012 That's not what you said! Â A better salesman will whittle the choice down to one and only option, being the best one for the customer (assuming the customer is unable to make their own decision). Â Personally I prefer to make my own choices. I research any major purchase and I know what I want. I accept that some people are clueless and can be sold pretty much anything but I think they are a minority. Â Â Well assuming there are many choices, he will help you find the best one, though usually it's best if the customer feels he has a choice, and makes the final decision from two possibilities. That's what I mean. Â Consider walking into a shop and looking at WA Leica lenses. 35mm Summilux? 35mm Summicron? 28mm? Speed? Angle? Price? Link to post Share on other sites More sharing options...
Lindolfi Posted March 22, 2012 Share #104 Â Posted March 22, 2012 Many of us are critical consumers. For that kind of consumers, a salesman that thinks with you is better than a salesman that uses a sales strategy. The point is, you feel when someone manipulates and mental reservations start to kick in, so that you get further away from closing a deal. It is simply all about mutual respect. Link to post Share on other sites More sharing options...
bill Posted March 22, 2012 Share #105 Â Posted March 22, 2012 It's the 21st century. I thought we left the snake oil sales approach in the last century... Â Regards, Â Bill Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #106 Â Posted March 22, 2012 Many of us are critical consumers. For that kind of consumers, a salesman that thinks with you is better than a salesman that uses a sales strategy. The point is, you feel when someone manipulates and mental reservations start to kick in, so that you get further away from closing a deal. It is simply all about mutual respect. Â Well what I mean is he should try to avoid leaving you with 6 items to choose from. You'll be there all day trying to decide. If he makes the final selection for you, you feel pushed into something. Link to post Share on other sites More sharing options...
bill Posted March 22, 2012 Share #107 Â Posted March 22, 2012 Advertisement (gone after registration) We are not sheep. A successful salesman realises this basic fact. Â Regards, Â Bill Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #108  Posted March 22, 2012 We are not sheep. A successful salesman realises this basic fact. Regards,  Bill  Yes, and the smart salesman realizes that and will help you by not overwhelming you with choices. Link to post Share on other sites More sharing options...
andybarton Posted March 22, 2012 Share #109 Â Posted March 22, 2012 A smart salesman will not patronise the customer, either. Link to post Share on other sites More sharing options...
AlanG Posted March 22, 2012 Share #110  Posted March 22, 2012 You're in the US, right? It's different in the Free World. Here we have rights, consumer protection, including specific rights relating to items sold via mail order. There is none of this "has the box been opened" nonsense, because we do not allow items that have been sold once to be sold again "as new". These rights are enhrined in law so there is no need to ask. Regards,  Bill  Of course there is no such thing as consumer protection laws in the US. Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #111  Posted March 22, 2012 A smart salesman will not patronise the customer, either.  Of course not, but whether you're a math professor or a housewife (I've sold to everyone) it doesn't matter. A good salesman endeavours to cut through the maze and reduce the choices to a manageable number, usually two. Trust me, it's true.  I have also had sales training with a couple life insurance firms, and they make this point in training classes.   Here are typical examples:  How to close a sale - give two choices  increasing sales  3 Killer Secrets for Closing the Sale, small business resources, ICBS Knowledgebase, ecomhelp.com  "Killer Closing Secret #1: The Preference Close  The first technique is the Alternative Close -- also called the Preference Close. It is based on the fact that people like to have choices. They don't like to be given what may sound like an ultimatum to either buy it or not buy it.  To apply this technique, you simply structure your close by saying, "Which of these would you prefer, A or B?"  With the alternative close, whichever one your prospect customer selects, you would make a sale either way. You should always try to give the customer two choices. Even if you are selling a single product, you can give him two choices with regard to payment or delivery, for instance.  For example, "Would you like this delivered to your office or to your home address?" "Will that be MasterCard or Visa?" "Would you like the ATM 26 or the ATM 30?" And so on. "  The fact that you don't know or never learned about something doesn't make it false. Link to post Share on other sites More sharing options...
bill Posted March 22, 2012 Share #112 Â Posted March 22, 2012 That's a presumptive close. It went out with the ark. Â Regards, Â Bill Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #113  Posted March 22, 2012 That's a presumptive close. It went out with the ark. Regards,  Bill  It applies almost universally, to any sales situation. Link to post Share on other sites More sharing options...
Lindolfi Posted March 22, 2012 Share #114 Â Posted March 22, 2012 A smart salesman will not patronise the customer, either. Â Trust me, it's true. Â How about patronising other forum members.... Link to post Share on other sites More sharing options...
andybarton Posted March 22, 2012 Share #115 Â Posted March 22, 2012 Do you not think that today's consumer of premium products like Leicas can see through this claptrap at 100 yards? Â I'd be straight out of the door if someone used the "Barry Bucknell Book of BS" techniques on me. Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #116 Â Posted March 22, 2012 Â Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #117 Â Posted March 22, 2012 Do you not think that today's consumer of premium products like Leicas can see through this claptrap at 100 yards? Â I'd be straight out of the door if someone used the "Barry Bucknell Book of BS" techniques on me. Â LOL Â Ever feel overwhelmed by choices at the bread counter? Ever leave because you could not make up your mind? I certainly have! Â I am of course referring to two choices at a time. In other words, if you were looking at cameras or lenses, it's best to keep no more than two out on the counter to be handled at any given time. If the customer wants to see something else, you should put at least one back. Â Trust me, if you came into a store and had 7 cameras out to look at, you are far more likely to leave with none at all than if you are looking at two. Link to post Share on other sites More sharing options...
stunsworth Posted March 22, 2012 Share #118 Â Posted March 22, 2012 Ever feel overwhelmed by choices at the bread counter? Â No Link to post Share on other sites More sharing options...
andybarton Posted March 22, 2012 Share #119 Â Posted March 22, 2012 I have trouble choosing a space in an empty multi-storey car park, but never in the bakers. Â I hate pushy salesmen and will leave if anyone tries to "sell" something to me. The very worst are those who try to use kiddology to "make me buy something" by trying to tell me I can't afford it, or where they think I'm not worthy of the product. Â Shiny suits. Horrible ties. Hair oil. Smarm. BS. Â No thanks. Â Give me a shop that has a leather chair and an owner who offers a cup of coffee and asks after my health with genuine concern. Link to post Share on other sites More sharing options...
Guest Ornello Posted March 22, 2012 Share #120 Â Posted March 22, 2012 I have trouble choosing a space in an empty multi-storey car park, but never in the bakers. Â I hate pushy salesmen and will leave if anyone tries to "sell" something to me. The very worst are those who try to use kiddology to "make me buy something" by trying to tell me I can't afford it, or aren't worthy of the product. Â Shiny suits. Horrible ties. Hair oil. Smarm. BS. Â No thanks. Â Give me a shop that has a leather chair and an owner who offers a cup of coffee and asks after my health with genuine concern. Â I didn't try to 'sell' anyone anything. I helped them find what they need and buy it. I never was 'pushy'. If people come into the shop, they are window-shopping at first, then may become more serious. What I am saying is simply that a customer is less likely to buy anything, or more likely to buy the wrong thing, when given too many choices at one time. I am not a psychologist, so I don't know why it is true, but that it is true I have no doubt. Link to post Share on other sites More sharing options...
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