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Sales Truths: A Great Value Deserves a Great Price

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15 years ago

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WHY IT’S TRUE People walk through the door of your store shopping for a gift for someone or something for themselves. They choose your store rather than the one down the street because of their perception of your image and the great value you offer. Price: certainly it’s important, but not the primary reason they just walked through the door. Many customers believe that in today’s marketplace, they can certainly get you to give them a “better price.”

PLAN OF ACTION Considering a $3,000 anniversary gift, the customer says, “What’s your best price?” Mentally pondering his question for a moment, you say, “My best price is $3,500.” The customer will probably say, “Wait a minute, $3,500! I asked for your best price.” You respond by saying, “$3,500 is my best price … $3,000 is my great price!” You’ve just enhanced the value of the purchase and probably closed the sale.

[span class=note]This story is from the November 2010 edition of INSTORE[/span]

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She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

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Dave Richardson

Sales Truths: A Great Value Deserves a Great Price

mm

Published

15 years ago

on

WHY IT’S TRUE People walk through the door of your store shopping for a gift for someone or something for themselves. They choose your store rather than the one down the street because of their perception of your image and the great value you offer. Price: certainly it’s important, but not the primary reason they just walked through the door. Many customers believe that in today’s marketplace, they can certainly get you to give them a “better price.”

PLAN OF ACTION Considering a $3,000 anniversary gift, the customer says, “What’s your best price?” Mentally pondering his question for a moment, you say, “My best price is $3,500.” The customer will probably say, “Wait a minute, $3,500! I asked for your best price.” You respond by saying, “$3,500 is my best price … $3,000 is my great price!” You’ve just enhanced the value of the purchase and probably closed the sale.

[span class=note]This story is from the November 2010 edition of INSTORE[/span]

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

Promoted Headlines

Most Popular