Royal Man said:
[quote="Jim Martin":12qboyrc]WTF are you talking about Dave...."offer protector to offer the older couple a little piece of mind when the grandkids come over?.........
I have had hundreds of grandparents buy protector because of the piece of mind of having a little protection from when their sloppy, rumbustious grandchildren come over.
Every salesperson knows that people often buy (or don't buy) based on emotional reasons and then they back it up with a logical reason.
Ask a woman why she bought an article of clothing. She may say it was a reasonable price. But, really bought it because it looked good on her and all the compliments/attention she would get.
The same "reasoning" works with cleaning sales.
By talking to your client you can emphasize that emotional reason that they can back up with logic.
Don't forget to shape emotional benefits into your presentation/conversation.
Some could be-Piece of mind, preventing embarasment, warm fealings from a clean home, being refreshed again ....
(For you guys that don't sell protector. You can't be changed. )[/quote:12qboyrc]
so what do you do when little Bobby is running threw Grandma's house with a sippy cup 2/3rds full of his favorite juice and drops it and it spills all over there carpet...you know ( or should know ) as well as anyone here that there is no way that "protector " is going to stop that juice from staining there carpet....what logical reason are you going to offer them when they call you in there emotional state because your salesmanship turned out to be false...........