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Sales Truths: People Buy to Gain Pleasure… or Overcome Pain

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What we know about how you sell

TRUTH #3

WHY IT’S TRUE: Because it’s the same for every type of product. Is the husband buying jewelry for his wife, or the woman buying herself a diamond bracelet … are they looking for pleasure or trying to overcome pain? Perhaps the guy is in the doghouse and flowers just won’t cut it this time. And maybe the woman has just wrapped up a messy divorce or just got fired from a job. 

PLAN OF ACTION: Show that you care. Sympathize with the pain of the guy who says, ?Boy, am I in the doghouse!? You might respond by asking ?How big is that doghouse?? When people know that you understand and care about their pleasure or pain, you’re on your way to closing 
a very nice sale.

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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: People Buy to Gain Pleasure… or Overcome Pain

mm

Published

on

What we know about how you sell

TRUTH #3

WHY IT’S TRUE: Because it’s the same for every type of product. Is the husband buying jewelry for his wife, or the woman buying herself a diamond bracelet … are they looking for pleasure or trying to overcome pain? Perhaps the guy is in the doghouse and flowers just won’t cut it this time. And maybe the woman has just wrapped up a messy divorce or just got fired from a job. 

PLAN OF ACTION: Show that you care. Sympathize with the pain of the guy who says, ?Boy, am I in the doghouse!? You might respond by asking ?How big is that doghouse?? When people know that you understand and care about their pleasure or pain, you’re on your way to closing 
a very nice sale.

Advertisement

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