I’ve been wanting to get a new digital camera, and last weekend I took my oldest son Jerry along, and we set out to make the purchase.
I’d already done research online, so I knew which model I wanted.
I even knew which store I was going to give my business to.
To say that I was pre-sold before I walked into the store would be an understatement.
My purpose wasn’t to browse their electronics department and ask the salesperson an endless series of questions for an hour or so.
I was ready to buy, and ready to buy now.
So imagine my surprise when I enter the store, only to meet the “sales prevention department”.
Sure, the guy was helpful.
He showed me the camera that I wanted and even spent time reviewing all the features with me and my son (which I appreciated).
After a few minutes, I pulled out my credit card, set it on the counter, and announce that I’ll take it.
The sale was made!
So imagine my surprise when the guy behind the counter tells me that the store down the street has the same camera on sale, and then suggests that I go buy one from them.
I looked at my son Jerry in amazement.
This guy had just made the sale.
It was in the bag.
So what does he do?
He throws it out the window.
If the owner of the store knew what this guy did, he’d probably be fired on the spot.
I immediately put my credit card back in my wallet and headed over to the other store to make my purchase.
Thankfully, they were willing to take my money and let me buy from them.
I can’t tell you how many times I’ve seen this happen.
When it comes to home business, without even realizing it, most people have their sales prevention department operating in full force.
It might not be as blatant as what I’ve just shared, but it happening none the less.
One of the things I always teach, is to position your products in a way that gives people what they “already want”.
And when you do, they WILL want to buy what you’re offering.
When they’re ready to buy, let em buy.