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REMEMBER: It seems to happen every Holiday season: Some store employee or consumer gets caught up in the stampede of ‘shoppers’ who are almost willing to kill one another just to get at those discounted products that go on sale (e.g.) ‘today only’ or, ‘one day only from 4:00 A.M. until 10:00 A.M.’!
And thousands rushing for discounts is not an isolated case as ‘herds’ from coast to coast and border to border start camping out days in advance and then line up the morning of the ‘event’ prepared to lead the masses and rush the doors, fearing to be the ones who didn’t get that ‘deal’!
Buyers love discounts but in the example above they are indeed ‘buyers’ in that they have been pre-sold on a particular product via ads, etc. But make no mistake about it, the greed comes pouring out so much so that consumers will literally trample their neighbor to death just to get that discount!
In our business we, too, have ‘ads’ (aka; the presentation) to show our product and service and convert each ‘shopper’ into a ‘buyer’ and by the end of the presentation if the prospect isn’t damn near salivating, leaning forward with elbows on the table and wringing their hands then the ‘ad’ (presentation) failed miserably and any ‘discount’ (aka: drop) offered is not going to make the sales guest ‘rush the doors’.
It is the savvy front-end TS Pro who understands that they are the ‘ad’ and if they present their ‘wares’ in the proper manner to each ‘shopper’ the prospect will indeed ‘rush the door’ to swoop up the discount (drop) when it is presented. And when they do the rep will laugh all the way to the bank.
TODAY’S VIDEO: Chris LeDoux – Stampede
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