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and you go over in your mind what procedures you have to
take to stay safe.
Before crossing the street you look in all directions to
make sure no traffic
is coming.Before getting a tooth extracted you want to
make sure the
dentist gives you an anesthetic to kill the pain.
So it's no wonder you will run into some prospects that
may be overly
cautious.
The salesman meets with the owner of a store to show
them a new
product just opening up on the market. From past experience the
salesman knows this particular merchant is very cautious
when it
comes to making a purchase.
The merchant may be leery of anything new. He may feel that since the
product is new; customers will be slow in buying it. He
wonders if his
customers will be pleased with the product if they do
buy it. If they buy
the new product and don't like it he feels they may
never buy anything
from him again.
Because of his cautiousness he may only give the
salesman a small order, or none at all.
The salesman has his work cut out for him. He has to remove the fears
of the merchant by convincing them of the product's
usefulness to the
customer. The salesman has to explain that a lot of people
like trying new
products. Some can't wait to be first to own the newest
invention. The
salesman has to be as tactful as possible when giving
his sales approach
to this merchant.
Another merchant may throw caution to the wind and gives
the salesman a
large order. In
the past the merchant has bought products that he couldn't
move off the shelves, so he was overstocked and lost
money. It would be
good salesmanship to appeal to the merchant's
cautiousness to protect him
against possible loss and advise the merchant to take a
smaller order. Let
the merchant know he will always be able to order more
merchandise any
time he wants.
The merchant will appreciate the salesman looking out
for his interest.
He will have confidence in dealing with this salesman in
the future because
the salesman protected him from making the mistake of
buying too much
merchandise.
A housewife is shopping for a new sofa. She has her eye on two with the
same quality and style.
One costs a little more because it has a more
expensive fabric on it. Since both are made up of the
same construction
and workmanship she decides to take the cheaper
one.
The salesman appeals to the housewife's sense of caution
and tells her the
cost of the two sofas isn't that different in price. And
the fabric on the cheaper
sofa looks as good as the fabric on the more expensive
sofa, but it isn't as
heavy, so it will not wear as well under daily use.
Since the fabric protects the
frame and cushions it's important to get a sofa that is
covered in a material
that is durable.
The woman considers the salesman's advice. Caution convinces her it
makes more sense to purchase the sofa with the durable
material because it
just costs a few dollars more and it will protect the furniture
better, making it
last longer…saving her an unnecessary expense later on.
Copyright © 2008 Gloria
Whitehorn and www. Dovemang.com All rights reserved
About The Author: Gloria Whitehorn is a
freelance writer, business coach and an
authority on salesmanship and business
practices. Check out her site that's
jam-packed with the exact information you
need to start, build, and grow your
very own profitable Internet business. I
highly recommend visiting her website
http://www.dovemang.com She knows what she's talking
about.
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