Rajen JaniIn order to sell, salespersons have to correctly evaluate and cater to customer choices.
About This Quote
When we go to a grocery store and ask for help, we’re not talking about the actual salesperson. The salesperson is there to help us make a choice. If we’re looking for dinner and we’re hungry, the salesperson will probably ask if we want chicken or steak. If we’re looking for a new TV and we don’t have one, the salesperson might ask if we want a 65-inch LCD or a 65-inch OLED.
In both instances, the salesperson is helping us decide. And when we ask about a product, our choices are usually motivated by our needs. So what makes the most sense? We choose something with a price tag that makes us feel comfortable, or something that can be used for a specific purpose.
We choose something with a brand name that represents quality, or something that is cheaper for a limited time in exchange for a refund if it doesn’t work out. We choose something that is currently in stock, or something that is waiting to be ordered from inventory. We choose between things that are similar, or things that are different from what we already have.
In each case–and in every case–the salesperson is working to help us make a decision based on our needs.
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