In sales, as in golf, avoid bogeys.
WHY? Shane Decker has a term called "bogeys." It refers to the customer who is way below average – or, at least, he's seeking a price that's way below what you'd normally charge. (How will you know you're dealing with a bogey? He's the customer who says, “I love your $6,000 ring, but I only have $3,000.”)
HOW? When a bogey gives you a statement like the one above, say: "$3,000? That would be a great down payment; let's put the rest on layaway (or financing)." Or you might reply, "That's a great payment for starters. Surely you have a Mastercard or Visa, and we'll just apply the balance." Won't work every time, but at least you'll have a better chance of making par.
SOURCE: Shane Decker
Get more great sales advice from Shane Decker, one of this year's "Monsters of Sales", at The SMART Jewelry Show
. See Harry's keynote session "Monster of Sales: How Changing the Way You Manage Your Staff Can Double Your Sales" on Sunday, April 22, at 8:30 am.