Who cares how much they want to spend?
WHY? OK, every salesperson should care, but you shouldn’t ask the question in the presentation. It could trap you from a bigger sale — or, worse, any sale at all.
HOW? Eliminate the question from your probing vocabulary. Listen to your customers, evaluate their reactions and sell the best merchandise you can. The law of gravity suggests it's always easier to come down in price than to push the customer up in price. Your customers may be willing to stretch their budget for a purchase if given the opportunity to do so. Don't take that opportunity away from them.
SOURCE: Sales trainer Harry Friedman is one of The Smart Jewelry Show’s “Monsters of Sales.” Don’t miss his keynote address April 22 at Chicago’s Navy Pier. Click here