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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.
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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