The salesman and his wife were relaxing in front of the fireplace
at the end of a long work week. The weather outside was frightful, ice
and snow everywhere with the potential of rain in the forecast. In
just a few days their home would full of festive organized chaos, or as
some would call it, having the whole family over for Christmas dinner.
Snuggling up next to her husband on the sofa, she asked the salesman, "Do you think our marriage is as good as Adam and Eve's was?"
"Well," replied the salesman, "it's not really a fair comparison."
"Why not?" asked his wife.
"For starters, Adam never had to listen to Eve talk on and on about all the other men she could have married, and on holidays, Adam never had to try and get along with his mother-in-law either. On the bright side, at least none of our kids have killed each other yet."
"You're probably right, it's an unfair comparison" replied his wife. "Come to think of it, Eve didn't have to decorate a tree, bake a turkey, pies and cookies and then have to clean up afterwards. I wonder if that's why they call them the good old days."
Moral of the story. True sales professionals know that in order to succeed at sales they must utilize the tools of compare and contrast to their maximum advantage. True sales professionals never let a customer or prospect get away with an unfair product comparison. The y make sure that when contrasting their products or services to a competitor's, they turn the contrast button up as high as it can go. The more favorable differentiation you can make between what you company is offering and what the competitors are putting out there, the better chances you have of closing the deal. Often times a potential customer will play down the differences between your product and cheaper priced competitor in hopes of simply driving down your price. True sales professionals don't let them get away with it.
"I try to contrast; life today is full of contrast...... We have to change." - Gianni Versace
Snuggling up next to her husband on the sofa, she asked the salesman, "Do you think our marriage is as good as Adam and Eve's was?"
"Well," replied the salesman, "it's not really a fair comparison."
"Why not?" asked his wife.
"For starters, Adam never had to listen to Eve talk on and on about all the other men she could have married, and on holidays, Adam never had to try and get along with his mother-in-law either. On the bright side, at least none of our kids have killed each other yet."
"You're probably right, it's an unfair comparison" replied his wife. "Come to think of it, Eve didn't have to decorate a tree, bake a turkey, pies and cookies and then have to clean up afterwards. I wonder if that's why they call them the good old days."
Moral of the story. True sales professionals know that in order to succeed at sales they must utilize the tools of compare and contrast to their maximum advantage. True sales professionals never let a customer or prospect get away with an unfair product comparison. The y make sure that when contrasting their products or services to a competitor's, they turn the contrast button up as high as it can go. The more favorable differentiation you can make between what you company is offering and what the competitors are putting out there, the better chances you have of closing the deal. Often times a potential customer will play down the differences between your product and cheaper priced competitor in hopes of simply driving down your price. True sales professionals don't let them get away with it.
"I try to contrast; life today is full of contrast...... We have to change." - Gianni Versace
