How the Salesman Appeals to the Prospect's Sense of Justice

By Gloria Whitehorn

All human beings believe in justice and fair play when it comes to themselves.

Some will stop buying from you if they feel you have wronged them in some

way. Others will sue over a few dollars just as quickly as they would sue over

10,000 dollars. "It's just the principle of the thing."

How many times have you made a purchase and after getting it home you

found out it wouldn't work, or it wasn't as advertised? What did you do? You

probably took the item back to the store and got your money back.

Maybe it wasn't necessarily the amount of money you would have lost in the

transaction that made you return the item, but you wanted to right a wrong.

Again, it was just the principle of the thing.

Since you were able to get a "no hassle refund" your respect for the place of

business remained intact. And you probably continued to deal with them.

We want to be protected against everything unfair and unjust. But in dealing

with others this isn't always the case. Although a person would be appalled if

someone committed an unjust deed against him or her, that same person

wouldn't think twice about wronging you. Some unscrupulous people will

cheat you, every chance they get.

Salesmanship is rendering a service to the customer. The experienced,

trained salesman would rather take a loss then to lose their customer's

respect. The salesman's own reputation and integrity are at stake.

Sometimes an explanation is all it takes. The salesman presents his case

to the prospect and if all the facts weigh out, the prospect's sense of justice

and fair play will have been satisfied. The prospect realizes the salesman

wasn't trying to rip them off. It was just a misunderstanding.

Some customers may be leery of paying for a product, or service before they

receive it. The customer immediately begins to think of his or her own

protection. To curve their fears the salesman will give the customer a receipt

and an itemized list of their purchase. The salesperson will let the customer

know when they can expect delivery and they tell the customer the company

will honor their "money back guarantee" if they are not satisfied with their

purchase.

For an even stronger appeal to the customer's sense of justice, some

businesses won't accept any money until after the product is delivered to the

purchaser. In this situation, the buyer knows no injustice can be done to

them because they won't have to pay for the product until they receive it and

make their inspection of the item.

When a consumer feels the salesman has made a special effort to render them

a good service in a fair and just way, the prospect's sense of justice may prompt

them to give the salesman an order.

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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