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REMEMBER: Consumers do not purposely make bad ‘buying’ decisions but millions of them do it all the time, mostly based on bad or poor information– especially price, which in our industry is the ‘big’ one.
Take for example that TS sales guests who insist vacation accommodations are really ‘…just a place to sleep…’ and then proceed to assert that spending more money to accomplish that task is a fool’s game.
On the other hand, if you opened door ‘A’ to a standard motel room of about 200 sq. feet and then opened the door to the room next door (‘B’), which is a fully furnished 800 sq. ft. villa with all the gadgets, and then told Mr. Pillow he could take a peak and have either one for $50 per night, he’d likely opt for the ‘villa’!
In that example, the choice was easy as Mr. Pillow was able to quickly look at the two choices, saw a few basic differences and because the price was the same he responded: ‘I guess we’ll take that one… (‘B’)’.
During the sales presentation each TS rep needs to remember that their sales guests are keenly aware of the past incorrect purchase decisions they’ve made, and that is what makes them, in part, ‘gun-shy’ at a sales presentation.
That is why it is paramount that the rep informs their prospect(s) that the information being shared ‘today’ will be presented in such a manner as to eliminate any possibility of receiving ‘bad or poor’ information and that upon the conclusion of the presentation, the sales guest will have a thorough understanding of what they previewed, including the value.
It also isn’t a bad idea to tell each prospect to make absolutely sure that if anything isn’t clear during the presentation or if they require additional information regarding a specific feature or benefit, etc., to be sure and stop the rep dead in his tracks and insist upon a clarification.
This process will help put the sales guests at ease and they’ll be inclined to become more involved in the process, ask more questions, raise any concerns or doubts, etc. When that all happens it will eliminate any of those ‘pesky’ hidden objections, too, and by handling those properly as well the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Uriah Heep – Choices
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