I just bought a new phone plan yesterday. I walked up to the counter hoping the sales guy would be informative and helpful. Immediately, I realized that the amount of time it would take me to get fully informed about all the possible rate plans, phones, add ons, etc would quickly overwhelm me. I went into “quick decision mode”. Within one minute, he answered my first two objections.
Objection #1 The phone might not work in the areas I travel.
Answer: You can return it within 14 days if it doesn’t.
Objection #2: The rate plans are too complicated and I can never fully understand them.
No Answer. There ain’t no answer to that be cause it’s the truth.
Then my needs:
I need data and My wife needs a phone that closes so it won’t dial in her purse.
Within three minutes, he got me to touch a phone. I bought that phone and never touched another.
Within four minutes I’m done with the discovery process and he’s filling the paperwork.
The reason I bring this topic up is because there are many different kinds of buyers. This guy simply educated me, suggested one phone that fit my meagar needs and then offered me a plan that seemed like a great deal. I bought because I don’t have time to investigate everthing to the umpth degree.
In another thread, the poster mentioned that he normally knows more than the salesperson. As I pondered that statment this morning it occurred to me that there is only one area of my life that I could make that claim….framing houses…and I’ve never bought a framing job in my sober adult life and never will.
So, my conclusion is that no one salesperson will be a good fit for every buyer but every buyer needs a salesperson….if for nothing else…to write the order!
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You don't have to be much of a salesman when you have a motivated buyer. Kind of reminds me of a car buying story. The wife wrecked her car a few years ago which was the main family car. We borrowed my mother's for a few days until I could get another one. I was a motivated buyer and knew exactly what I wanted. There are 3 Honda dealers in our area. One I do not like, One that I like but they did not have what I want and one that I am Indifferent on.
I went on a Friday morning to the one that I am indifferent on which ironically sold us the car that the wife wrecked. They had done all of the birthday card and Christmas card things over the preceeding 3 years. I went to their lot to look around and found exactly what I wanted. Much like a cop, where is a salesman when you need them? I went into the showroom and no one acknowledged me and it seemed almost vacant. Some salesmen were huddled up in little groups in corners as I wandered around. I even went back to the customer lounge area and used the restroom and loitered around for about 20 minutes. No one ever even said boo. So I left and headed to my least favorite dealer.
I went to the lot, picked out the car and walked to the showroom where I was greeted by a young dolt who could not sell a life jacket to a drowning man. I told him to get the key and we went to look at the car. I didn't even drive it. I ended up negotiating mostly with his sales manager for the next 20 minutes and an hour later I drove out with a new car.
I guess as Zig Ziglar and all other great salesmen will tell you; you have to ask for the order.
Reminds me of one of my car buying experiences. saw a car that I thought suitable for my then teenage daughter. Checked it out, took it for a test drive and returned to the lot.
Asked the sales guy do they take checks on Sundays, he affirmed they did.
I then said , fine I will give you $1500 right now, go check with your sales manage ( car was selling for $1800) I need an answer within 5 minutes because I am late for an appointment. At 4 1/2 minutes he is still standing in front of me trying to sell me the damn car!! I stopped him in his tracks during his spiel and said you have exactly 30 seconds to get the answer from your manager or I am leaving.
Got the OK back right away , dropped a check on them and picked the car up later in the day.
They can't get your Goat if you don't tell them where it is hidden.
I was reading Zig yesterday and one of his assertions was that a very high percentage of presentations end without the salesperson asking for the order. I think it was higher than 67% but don't quote me on that.
The point of the thread is that there are dozens of different types of buyers and no one shoe will fit all. It does make sense to be prepared to do a thorough, professional presentation, in combination with good facts, positive emotional energy and a firm belief in the product. But, if the buyer is buying, there ain't no sense presenting....just fill out the paper and get the check!
frenchy will be along shortly to tell you why that still employeed salesman did a poor job ...
Jeff
Buck Construction
Artistry In Carpentry
Pittsburgh Pa
sounds like a plan,oh speaking of a plan did you read the fine print,something about a lifetime commitment with no gauratees that the phone will ever work again after 14 days....................................
i got hooked with sprint one time ,i counted down the days like i did with my 16th birthday. go to altell, smae dead zones,come to find out they bounce off sprint towers. 3 more months and i'm gone,again
YOU ONLY NEED TWO TOOLS IN LIFE - WD-40 AND DUCT TAPE. IF IT DOESN'T
MOVE AND SHOULD, USE THE WD-40. IF IT SHOULDN'T MOVE AND DOES, USE THE
DUCT TAPE.