http://www.junloayza.com/sales/how-a-sales-rep-got-me-to-spend-1500-more-on-my-suits-than-i-wanted-to/ How to build, launch, and sell an internet company before you're 30 Mon, 21 May 2012 17:11:14 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.junloayza.com/sales/how-a-sales-rep-got-me-to-spend-1500-more-on-my-suits-than-i-wanted-to/#comment-88382 Yu-kai Chou Thu, 20 Oct 2011 06:57:08 +0000 http://www.junloayza.com/?p=1488#comment-88382 Cool article! I'm working hard to catch-up on your blogposts! Cool article! I’m working hard to catch-up on your blogposts!

]]> http://www.junloayza.com/sales/how-a-sales-rep-got-me-to-spend-1500-more-on-my-suits-than-i-wanted-to/#comment-82681 John C Davies Sat, 24 Sep 2011 16:08:00 +0000 http://www.junloayza.com/?p=1488#comment-82681 Jun, I love how you are able to show examples of each selling technique and their end result. Might I add one thing more to the list? I always find that it's very important to quickly determine the difference between a shopper and a buyer. Often times A shopper can be made into a buyer but it is rare that a buyer will invest the effort in shopping. Assaf immediately sized you up as a shopper and allocated his available resources of time, knowledge, personality etc to convert you into a buyer. If you had been a buyer walking in, I suspect that Assaf would have altered his technique accordingly and narrowed the number of choices available getting you exactly what you had wanted when you walked in. If the vendor had confused the issue with choices that you were not interested in your reaction may have been different. You may have 'spotted the up sell' and that would have been a violation of the trust dynamic that could have better been served by focusing on the specific needs expressed by you the client who, after all, is always right. Knowing when to zig and when to zag takes experience. It takes knowledge of more than products and techniques, it takes knowing people. Knowing what cues indicate 'go' and what cues indicate 'stop'. Kinda like dating...but those are stories for another time. ;) Jun,
I love how you are able to show examples of each selling technique and their end result. Might I add one thing more to the list?
I always find that it’s very important to quickly determine the difference between a shopper and a buyer. Often times A shopper can be made into a buyer but it is rare that a buyer will invest the effort in shopping.
Assaf immediately sized you up as a shopper and allocated his available resources of time, knowledge, personality etc to convert you into a buyer. If you had been a buyer walking in, I suspect that Assaf would have altered his technique accordingly and narrowed the number of choices available getting you exactly what you had wanted when you walked in. If the vendor had confused the issue with choices that you were not interested in your reaction may have been different. You may have ‘spotted the up sell’ and that would have been a violation of the trust dynamic that could have better been served by focusing on the specific needs expressed by you the client who, after all, is always right.
Knowing when to zig and when to zag takes experience. It takes knowledge of more than products and techniques, it takes knowing people. Knowing what cues indicate ‘go’ and what cues indicate ‘stop’. Kinda like dating…but those are stories for another time.

]]> http://www.junloayza.com/sales/how-a-sales-rep-got-me-to-spend-1500-more-on-my-suits-than-i-wanted-to/#comment-81948 JunLoayza Mon, 19 Sep 2011 16:42:43 +0000 http://www.junloayza.com/?p=1488#comment-81948 Hey Joe, read your article, not sure what the takeaways were. Is there a point to the story or is it just meant as a fun read? Hey Joe, read your article, not sure what the takeaways were. Is there a point to the story or is it just meant as a fun read?

]]> http://www.junloayza.com/sales/how-a-sales-rep-got-me-to-spend-1500-more-on-my-suits-than-i-wanted-to/#comment-81927 The Regular Joe Mon, 19 Sep 2011 13:09:31 +0000 http://www.junloayza.com/?p=1488#comment-81927 I love these stories and I always envy those sales guys. I tried it once. please let me know what you think about it http://theregjoe.blogspot.com/2011/07/marketing-101-or-sweet-monday.html I love these stories and I always envy those sales guys. I tried it once. please let me know what you think about it
http://theregjoe.blogspot.com/2011/07/marketing-101-or-sweet-monday.html

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