Sales Truths: What You See is What You Get

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.