-- Want what the salesman is selling; -- The perceived value of the product must exceed its price; -- The consumer must be able to actually afford it.However, the "greedy salesman" ignores those conditions, and tries to obscure the truth, Howard said.
-- They try to "guess" how much money consumers have to spend -- They ask canned questions, work from scripts, attempting the one-sales- pitch-fits-all approach -- They offer limited choices, or packages, invariably meaning that no matter what the consumer does, he is likely going to wind up paying for a feature or an option that he may not want -- They also try to sell the consumer something they just don't want, or couldn't afford, or both"A better approach, which should be easily recognized by consumers, is that the salesman will work to create confidence on the part of the consumer. They'll work to determine the consumer's desires or needs, and then they will customize the product or service to address both what the customer wants and how much they can afford." About Steve Howard Steve Howard, president of the ACT Group, a training and consulting firm in Phoenix, AZ, is one of the best known thought leaders in the sales training industry. His books, articles, audio tapes, seminars and in-field consulting have solidified that reputation.
Contact Information: Contact: Rachel Friedman Rachel@newsandexperts.com