Connect with us

Sales Truth: Customers Come To Buy, Not To Be Sold

mm

Published

on

Sales Truths: Customers come to buy, not to be sold

Sales Truth: Customers Come To Buy, Not To Be Sold

Published in the September 2014 issue.

WHY IT IS TRUE: You don’t go to car a dealership so they can sell you a car. You go because you want to buy a car. "What will it take to put you in this car today?" "Let me go to my manager and see what he will do." These are a complete turn-offs. Bottom line, when you drive away in the car you don’t have that great warm feeling you deserve.

PLAN OF ACTION: Customers don’t come into your store so you can make a sale. They come in for an anniversary gift … an engagement ring … a gorgeous necklace to wear to a formal event. They are there to buy, not be sold. Customers buy with the twinkling of that magical moment of the presentation or proposal in mind. Take customers to that moment with questions like "How do you plan to propose?" "What have you surprised her with in the past?" or "Tell me about the gown you plan to wear." You won’t need to sell; you’ve just led them to the decision to buy. — Dave Richardson

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

Promoted Headlines

Most Popular

Dave Richardson

Sales Truth: Customers Come To Buy, Not To Be Sold

mm

Published

on

Sales Truths: Customers come to buy, not to be sold

Sales Truth: Customers Come To Buy, Not To Be Sold

Published in the September 2014 issue.

WHY IT IS TRUE: You don’t go to car a dealership so they can sell you a car. You go because you want to buy a car. "What will it take to put you in this car today?" "Let me go to my manager and see what he will do." These are a complete turn-offs. Bottom line, when you drive away in the car you don’t have that great warm feeling you deserve.

PLAN OF ACTION: Customers don’t come into your store so you can make a sale. They come in for an anniversary gift … an engagement ring … a gorgeous necklace to wear to a formal event. They are there to buy, not be sold. Customers buy with the twinkling of that magical moment of the presentation or proposal in mind. Take customers to that moment with questions like "How do you plan to propose?" "What have you surprised her with in the past?" or "Tell me about the gown you plan to wear." You won’t need to sell; you’ve just led them to the decision to buy. — Dave Richardson

Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

Promoted Headlines

Most Popular