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Sales Truths: Value is In the Eye of the Beholder

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WHAY IT’S TRUE
What’s ugly to one person might be beautiful to another. I see ugly jewelry on a daily basis so I know it’s true; beauty is definitely in the eye of the beholder. Value is also in the eye of the beholder. Remember that when you try to help a man buy an anniversary gift for his wife. 

PLAN OF ACTION
Instead of saying to the customer looking for an anniversary gift, ?What did you have in mind?? ?What does she like/have?? or ?How much do you want to spend?? look to enhance the customer’s perception of value. The true value exists in the relationship between the customer and his wife, not necessarily in the price of the gift. To a customer seeking an anniversary gift, say something like this: ?What have you surprised her with in the past?? ?What was her reaction?? or ?How did you feel?? Once he tells you about the bracelet he bought her two years ago and how excited she was to receive it, all you need to do is help him replicate that magical moment.

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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Dave Richardson

Sales Truths: Value is In the Eye of the Beholder

mm

Published

on

WHAY IT’S TRUE
What’s ugly to one person might be beautiful to another. I see ugly jewelry on a daily basis so I know it’s true; beauty is definitely in the eye of the beholder. Value is also in the eye of the beholder. Remember that when you try to help a man buy an anniversary gift for his wife. 

PLAN OF ACTION
Instead of saying to the customer looking for an anniversary gift, ?What did you have in mind?? ?What does she like/have?? or ?How much do you want to spend?? look to enhance the customer’s perception of value. The true value exists in the relationship between the customer and his wife, not necessarily in the price of the gift. To a customer seeking an anniversary gift, say something like this: ?What have you surprised her with in the past?? ?What was her reaction?? or ?How did you feel?? Once he tells you about the bracelet he bought her two years ago and how excited she was to receive it, all you need to do is help him replicate that magical moment.

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

Promoted Headlines

Most Popular