GREAT EXPECTATIONS

GREAT EXPECTATIONS

I was talking to my son recently and he was updating me on things.  He manages one of a series of pawn shops in Boise, Idaho.  He said something one day that I've been talking about since, it was that powerful a statement.

Here is what he said - "The buyer's expectations are ALWAYS higher than the seller's expectations."  I know this sounds simple, but think about it for a second.

If you've ever bought a new car and had to deal with the salesman, sales manager and finance manager while they were trying to sell you based on their expectations - Or seen speakers in front of a seminar room trying every trick in the book to convince people to go to the back of the room and buy their package - Then you've experienced the backwards approach they have to sales.  The real question in these cases is "What about me and whether I actually need or want this-or-that?"  Besides the fact that they are requesting you extend yourself way beyond a financial comfort zone.

WHO'S #1

A lot of lip-service is given the mantra, "The customer is always right."  Whether it's true or not it's at least a starting point to building a relationship with someone who may become a buyer, and maybe a life-long customer.  But the fact is that most people sell with their own interest in mind.

Their are two basic approaches to a sale (of anything of value), they are 1) Transactional, and 2) Relational.  If you want a short lived life as an entrepreneur, commissioned sales person, etc. take the Transactional route.  The more powerful position is the Relational route to a sale. 

When was the last time you recommended a doctor, lawyer, service provider?  You probably began the recommendation with - "Call MY doctor, he's the best," or "Call MY lawyer, he's the best in his field," or  "Call MY service provider, they did a great job..."  

The point here is simple.  Notice that you make the referral by saying... call "MY..."  Somewhere along the line you felt comfortable enough to "Own" the person you referred.  

If you can get people to "Own" you then you are on your way to longevity and a healthy business.  

All the Best,

Scott Evans