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carpetologist 
The Great Hardini 
Hocus Pocus Joined: 20/January/2004 Location: Canada Status: Offline Points: 1712 |
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 Topic: Buzz WordsPosted: 19/January/2007 at 1:49pm |
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I was out today demonstrating a piece of equipment to clean washroom grout. Demo went well, equipment and chemical did the job. I indicated in my sales pitch that the chem I used was enviro friendly. My potential buyer quickly indicated to me that he was not concernced about that but was concerned about health & safety for his employees. This product I used also claimed health & safety but it was too late. The sales pitch was over. Lesson learned was to be more thorough the first time around. How do you read people as to waht to say and when to say it? I guess that's all psychology...live and learn.
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Ed Valentine
Carpet Cleaning Specialist 
Joined: 14/September/2004 Location: United States Status: Offline Points: 770 |
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Posted: 19/January/2007 at 2:00pm |
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Ted;
Although you are correct in terms of being "more through" ---which means offering more and more information---however, I have found that by doing so, the potential purchaser you are demoing to , will not comprehend the majority of it in the first place. That doesn't mean; however, that my comments will sway your presentation because you are alot like myself: We give a lot of information because we have a lot to give to the customer. But, it still doesn't change my opinion and experience above. Good Fortune; Ed Valentine cross-american corp. |
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carpetologist
The Great Hardini
Hocus Pocus Joined: 20/January/2004 Location: Canada Status: Offline Points: 1712 |
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Posted: 19/January/2007 at 2:35pm |
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Ed,
You are absolutely right. Maybe you and I never learned when to shut up, as we want to give every potential customer a four hour course in cleaning.
You have no idea how many sales I have lost by attempting to sell someone what he needs as opposed to what he wants.
Live and learn.
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nightrider
Marketing Master
Joined: 12/March/2004 Status: Offline Points: 4666 |
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Posted: 19/January/2007 at 2:37pm |
 Edited by nightrider - 23/November/2007 at 3:27pm |
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Ed Valentine
Carpet Cleaning Specialist
Joined: 14/September/2004 Location: United States Status: Offline Points: 770 |
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Posted: 19/January/2007 at 3:50pm |
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"I have lost by attempting to sell someone what he needs as opposed to what he wants."
Ain't that the truth!!!!!!! Good Fortune; Ed Valentine cross-american corp. |
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Ken Harris
Grand Potentate 
Joined: 12/January/2006 Location: Canada Status: Offline Points: 1120 |
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Posted: 19/January/2007 at 4:22pm |
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"I have lost by attempting to sell someone what he needs as opposed to what he wants."
Yep, I have lost lots of sales by trying to do it this way too. For instance, I was trying to sell glides to cleaners for $169 back in 2003. But that was not what most cleaners wanted, so sales never really went anywhere, but down. Now I sell them what they really want, which is a WAND and a GLIDE for the $169 price! Sales have taken off to the highest level ever as a result. I hardly have time to post here anymore as a result. Bottom Line: Give the people what they want. Your sales and bottom line will be happy when you do! 
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cmaster
IICRC Instigator 
Joined: 29/January/2004 Location: Canada Status: Offline Points: 29693 |
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Posted: 19/January/2007 at 4:43pm |
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I don't think they will appreciate not receiving their product, but if they do, you can have them come here and tell us about your great service
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nightrider
Marketing Master
Joined: 12/March/2004 Status: Offline Points: 4666 |
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Posted: 19/January/2007 at 4:45pm |
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Edited by nightrider - 23/November/2007 at 3:28pm |
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Ken Harris
Grand Potentate
Joined: 12/January/2006 Location: Canada Status: Offline Points: 1120 |
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Posted: 19/January/2007 at 5:30pm |
Gee, I wouldn't know about t6hat Paul. MY customers always get the products they order, eventually.
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cmaster
IICRC Instigator
Joined: 29/January/2004 Location: Canada Status: Offline Points: 29693 |
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Posted: 19/January/2007 at 5:37pm |
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Yup. I see them bragging about your great service everywhere...................oops, I mean nowhere
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nightrider
Marketing Master
Joined: 12/March/2004 Status: Offline Points: 4666 |
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Posted: 19/January/2007 at 5:59pm |
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Edited by nightrider - 23/November/2007 at 3:28pm |
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John Bolton
Newbie 
Joined: 13/January/2005 Location: Essex, England Status: Offline Points: 36 |
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Posted: 19/January/2007 at 6:10pm |
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Attempting to sell the customers what they need rather than what they think they want may loose a few sales, but in the long run it is the integrity of people like Ted and Ed that firms up their businesses and likely leads to an overall increase in sales.
Now I'll shut up and let yet another thread turn into a Ken-kicking contest. A visit here used to be so much more interesting! Edited by John Bolton - 19/January/2007 at 6:10pm |
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nightrider
Marketing Master
Joined: 12/March/2004 Status: Offline Points: 4666 |
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Posted: 19/January/2007 at 6:23pm |
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Edited by nightrider - 23/November/2007 at 3:29pm |
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Ken Harris
Grand Potentate
Joined: 12/January/2006 Location: Canada Status: Offline Points: 1120 |
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Posted: 19/January/2007 at 7:53pm |
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A visit here used to be so much more interesting!
John: Was that before there was more Ken kicking going on here, or less? Kicking a guy when he is down is very popular over here you know. They are not quite as civil as the Brits here.
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cmaster wrote:
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