A salesman was standing in an art gallery, studying two
near-identical pictures by the same artist. Both showed a glass of
wine, a basket of bread rolls, a bowl of salad and a plate of smoked
salmon. Yet one painting was priced at $150, the other at $175. So he
asked the gallery owner to explain why one was more expensive than the
other.
'It's simple," said the gallery owner, indicating the more expensive painting. "You get two extra slices of smoked salmon in that one."
Moral of the story. True sales professionals know value when they see it, and they can also spot when someone else is trying to blow "smoked salmon" in their direction. Always make sure in an upsell situation that you can clearly outline what extra benefits your prospect is getting for their extra "investment" in your product or service. Rarely will a prospect move forward with a purchase if they smell something fishy.
'It's simple," said the gallery owner, indicating the more expensive painting. "You get two extra slices of smoked salmon in that one."
Moral of the story. True sales professionals know value when they see it, and they can also spot when someone else is trying to blow "smoked salmon" in their direction. Always make sure in an upsell situation that you can clearly outline what extra benefits your prospect is getting for their extra "investment" in your product or service. Rarely will a prospect move forward with a purchase if they smell something fishy.
"The aim of art is to represent not the outward appearance of things,
but their inward significance."
- Aristotle
