|
When we speak of someone as having no pride in
themselves, we may think
of them as being slovenly, lazy or disrespectful of
themselves and others.
But how this relates to salesmanship takes on a whole
new meaning.
Let's say Mr. Jones is a shop owner who is proud of the
fact that he only
sells quality merchandise. So when approaching Mr. Jones the salesman
would need to offer a service, or product that is top
quality. Mr. Jones
wouldn't settle for anything less. After all, Mr. Jones' reputation is at
stake.
By offering Mr. Jones an inferior product, or service,
the salesman would not
be appealing to Mr. Jones' sense of pride.
After selling Mr. Jones the product, the salesman
approaches Mr. Brown
who lives in the same community. Mr. Brown is new to
business and hasn't
built up a good business reputation like Mr. Jones.
The salesman offers Mr. Brown the same gizmo he just
sold to Mr. Jones.
And he appeals to Mr. Brown's sense of pride by telling
him Mr. Jones just
bought a large order of these gizmos from them. The salesperson will no doubt
make that sale too.
Why? Because Mr. Brown realizes Mr. Jones is his
competitor. And
Mr. Jones has a fine reputation in the community for selling
quality merchandise.
Mr. Brown's sense of pride insists upon him building up
a good business reputation in the community too. What
better way to do that
than to sell the same merchandise as his competitor?
A salesman approaches a housewife and tries to sell her
a product. She is
hesitant at first, then the salesman tells her the
president of the town's
women's social club just made a purchase. To protect her reputation and
standing in the social club, the housewife gives the
salesman an order. Her
sense of pride commanded it.
In another instance, let's say a salesman has sold a
product to several
women in the community.
He knows Mrs. Smith is the chairman of the
women's auxiliary and several other organizations, so he
calls on her next.
She is not too sold on the product and tells the
salesman she thinks he's
going to have a hard time selling that particular
product to the women of that
town. To burst
her bubble, the salesman lets her know he just sold the
product to several women in the community.
Shamefully, Mrs. Smith asks the salesman to let her take
another look at it.
After another examination of the item, Mrs. Smith gives
the salesman an
order. Mrs.
Smith didn't want to be the only woman in the town who didn't own
this product. After all, she has a reputation to uphold.
By appealing to her sense
of pride, the salesman made the sale.
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.
*Attn: Ezine Editors/Site owners* You have
permission to reprint this article
in your ezine or on your website as long as
you print the complete article and
leave all the links and resource box in place.
You cannot modify the content in
any way.
|