Danger Danger Salesperson Approaching

As a child I vividly remember being warned about strangers and never to trust them. When we saw an odd adult approaching us we would run away. Sad but it did keep us protected from predatory adults. Nowadays the same warning is given to customers but this time the caution is the typical salesperson. The archetypal 1990’s salesperson. All gift of the gab, slick, overcoming objections, too much talking, smooth and debonair. So 1990’s. Customers fear them. The message if you’re in selling is to not come across as the…

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When you’re much cheaper than everyone else

It may appear very easy, but often is isn’t. Let me explain why? A good pal of mine who is a mortgage broker mentioned the other day how many of his remortgage clients baulk at the idea of re-mortgaging to a lower interest rate. He couldn’t understand why they didn’t snap at the opportunity. The plain fact is customers fear change over anything else and to make a purchase like that involves a hellavalot of change. The saving is not enough to motivate them to change. The answer is two…

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