Wednesday, May 21, 2014

Sales Joke of the Day (May 21) The "Purr"fect Bait and Switch.

A famous art collector is walking through the city when he notices a mangy cat lapping milk from a saucer in the doorway of a store and he does a double take.

He notices that the saucer is extremely old and very valuable, so he walks casually into the store and offers to buy the cat for two dollars.

The store owner replies, "I'm sorry, but the cat isn't for sale.

The collector says, "Please, I need a hungry cat around the house to catch mice. I'll pay you twenty dollars for that cat."

And the owner says "Sold," and hands over the cat.

The collector continues, "Hey, for the twenty bucks I wonder if you could throw in that old saucer. The cat's used to it and it'll save me from having to get a dish."

And the owner says, "Sorry buddy, but that's my lucky saucer. So far this week I've sold sixty-eight cats."

Moral of the Story:    Understanding the "hot buttons" that motivate your prospects to take action is much more valuable to your sales career than memorizing spec sheets or product facts.   The next time you're at an industry trade show...  tour the floor and take special note of the booths that are stopping prospects in their tracks.  Generally these booths are needs focused and have a visual display that sets them apart from the rest.   Then shamelessly copy ideas, themes and concepts that will better position your business or your product in your customers' eyes.  If you can get your prospects to stop dead in their tracks it will be a lot easier for you to get them to open their wallets!

"The difference between a bad artist and a good one is:  the bad artist seems to copy a great deal; the good one really does."    -  William Blake