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    What You Can't Teach Buyers

    Saturday, June 9, 2012, 3:28 AM [General]

    In a situation like this it would be sheer folly to try to sell the buyer a great print job. He can't see the difference there's no value to him. He's not going to pay for something he can't see. How often have you tried to convince a buyer of what he or she needed only to lose the sale because "they just don't get it." How do you avoid this pitfall?,Cheap Ben Roethlisberger Jersey Here's another example. It's a lesson I learned from a printer. He asked me whether I thought his customers wanted a good print job or a great print job. "A great print job,Cheap Greg Lloyd Jersey!" I exclaimed. He smiled one of those 'gotcha' smiles and said "Most people can't tell the difference between a good print joy and a great print job and a great print job is a whole lot more expensive than a great print job." Nor should you try. There are some things you just can't teach buyers. The value we provide. What that value is in dollars and cents. How to get maximum value from our offerings. What advantages they'll enjoy by upgrading. I just learned that two huge retailers tried to do exactly that. Indeed,Cheap Albert Haynesworth Jersey, one spent more than two years trying to get buyers to accept the options they offered instead of the ones they preferred. The result? Both retailers saw a dramatic drop in sales. How does this happen? In both instances the retailers had tough decisions to make regarding limited shelf space. They opted to offer variety packs as a way of maintaining the variety their customers once enjoyed while enhancing their own profit margins. Buyers didn't like the variety packs (too much waste) and voted with their pocketbooks. As sellers,Cheap Chase Daniel Jersey, we can educate buyers on: What we can't teach them is what they should buy. It's apparently more counter-intuitive than I would have thought,Cheap Anthony Gonzalez Jersey, but placing your needs ahead of your customers' wishes always costs you their business. Here's another example. My wife and I rotate our grocery shopping between three stores. We we originally shopped at just one. Why? Because that store we preferred stopped carrying the brands we enjoy. Sound familiar? Pay attention to what your customers are buying. It doesn't matter whether you're selling products or services,Cheap Willis McGahee Jersey, what they buy most frequently is what is truly important to them. Try to teach them that they should value other options more highly and you'll simply lose their business.
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