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Sales Truths: What You See is What You Get

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Keys to sellingWHAT YOU SEE IS WHAT YOU GET. 
 
WHY IT’S TRUE: You buy a beautifully marbled steak and cook it on your grill. What you get is a tasty dinner if you were observant during the cooking process. If you overcook it because you weren’t paying attention, what you get is a piece of shoe leather. So what you see is what you get.  
 
 
PLAN OF ACTION: You are presenting a diamond necklace to a woman, and she reaches into her purse and removes her wallet. Did you see her reach into her purse, or were you looking at the necklace? When the customer is looking in the case or admiring the necklace in the mirror, you should be looking at her face. Do her cheeks change color? Do her pupils dilate? Is she smiling? Is she lightly touching the necklace? These are clear buying signals. She is taking possession of the necklace right in front of you. Now is the time to close.

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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: What You See is What You Get

mm

Published

on

Keys to sellingWHAT YOU SEE IS WHAT YOU GET. 
 
WHY IT’S TRUE: You buy a beautifully marbled steak and cook it on your grill. What you get is a tasty dinner if you were observant during the cooking process. If you overcook it because you weren’t paying attention, what you get is a piece of shoe leather. So what you see is what you get.  
 
 
PLAN OF ACTION: You are presenting a diamond necklace to a woman, and she reaches into her purse and removes her wallet. Did you see her reach into her purse, or were you looking at the necklace? When the customer is looking in the case or admiring the necklace in the mirror, you should be looking at her face. Do her cheeks change color? Do her pupils dilate? Is she smiling? Is she lightly touching the necklace? These are clear buying signals. She is taking possession of the necklace right in front of you. Now is the time to close.

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.”

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