Join Date: Apr 2006
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Something I learned in another big-ticket sales business: You don't sell squat over the phone, you need to GET THE BUYER INTO YOUR OFFICE to close the deal. And, every big-ticket sales business trains their people the same way. If you're in Minnesota and I'm in Maine? Hell no, I'm gonna do everything I can to force you to spend the time and energy and COMMIT to coming out to see my boats.
Then, like the old joke goes, we know what I am and the only debate is over the price. The few who can afford to deal on a non-regional basis and still make enough sales to stay in business honestly, are the exceptions that prove the rule.
Haven't you ever heard shoppers-- or been a shopper -- in a store, a grocery, a pharmacy, wherever, and someone says "But it's cheaper at..." and you buy it anyway, because you are there, it is there, and you're just tired of making trips? Even the upper management at WalMart openly admits their blockbuster sales in the aisles, aren't the way they make money. They are just there to get you into the store--and while you are there, they KNOW you will buy other things they can make money on.