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Sales Truths: A Customer Is Buying a Moment

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Published

15 years ago

on

Key to sellingCUSTOMERS BUY WHAT THEY NEED FROM SALESPEOPLE WHO UNDERSTAND WHAT THEY WANT. 
 
WHY IT’S TRUE: A customer is looking for an engagement ring (need) but is really concerned about that moment he’s on his knee asking her to marry him (want). A customer is seeking an expensive gold watch (need) but is really looking forward to the compliments she’ll get when wearing it (want). 
 
PLAN OF ACTION: Engage the man in a conversation about how he plans to propose. Share stories of how others popped the question. Talk to the woman about the look and feel of the watch. I once heard a speaker say during a presentation, ?I’m sure you’ve noticed I’m wearing a watch on each wrist. One is a solid gold Rolex, the other is a Timex. The Rolex is for you, the Timex is for me.? When a customer knows that you know what he or she wants, your chance to close the sale significantly increases.

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Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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Dave Richardson

Sales Truths: A Customer Is Buying a Moment

mm

Published

15 years ago

on

Key to sellingCUSTOMERS BUY WHAT THEY NEED FROM SALESPEOPLE WHO UNDERSTAND WHAT THEY WANT. 
 
WHY IT’S TRUE: A customer is looking for an engagement ring (need) but is really concerned about that moment he’s on his knee asking her to marry him (want). A customer is seeking an expensive gold watch (need) but is really looking forward to the compliments she’ll get when wearing it (want). 
 
PLAN OF ACTION: Engage the man in a conversation about how he plans to propose. Share stories of how others popped the question. Talk to the woman about the look and feel of the watch. I once heard a speaker say during a presentation, ?I’m sure you’ve noticed I’m wearing a watch on each wrist. One is a solid gold Rolex, the other is a Timex. The Rolex is for you, the Timex is for me.? When a customer knows that you know what he or she wants, your chance to close the sale significantly increases.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

Promoted Headlines

Most Popular