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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

Gone Fishin’ (Thanks to Wilkerson)

Whether you want to go fishing — or enjoy some of the other good things life has to offer — you can take a cue from Jim Adair and choose Wilkerson to run your retirement sale. After 38 years in business, Adair decided it was time to enjoy some free time. His Missoula, Montana store, Adair Jewelers, will stay in business but without him at the helm. It was the perfect opportunity to call in the experts in retirement sales. Adair says he spoke to a lot of people who have done retirement sales to help him make his decision and he chose Wilkerson. “Wilkerson seemed to have the best set up, the best organization, the most current marketing of any of them,” he says. “If you want to run a successful sale, you have too much money on the line to be screwing around with trying to do it yourself.”

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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.

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Gone Fishin’ (Thanks to Wilkerson)

Whether you want to go fishing — or enjoy some of the other good things life has to offer — you can take a cue from Jim Adair and choose Wilkerson to run your retirement sale. After 38 years in business, Adair decided it was time to enjoy some free time. His Missoula, Montana store, Adair Jewelers, will stay in business but without him at the helm. It was the perfect opportunity to call in the experts in retirement sales. Adair says he spoke to a lot of people who have done retirement sales to help him make his decision and he chose Wilkerson. “Wilkerson seemed to have the best set up, the best organization, the most current marketing of any of them,” he says. “If you want to run a successful sale, you have too much money on the line to be screwing around with trying to do it yourself.”

Promoted Headlines

Most Popular