Chapter 59. Keep your proposals simple
The Sales Ambassador has listened and discovered what the customer is looking for. Now is the moment to make a proposal that responds to the request. The Sales Ambassador is careful not to confuse or overwhelm the customer with the proposal.
A consultant we know in London was seriously thinking of buying a luxury sports car. One morning, when he was walking to a meeting, a dealer's auto transport trailer went past him transporting six new models of the car he was interested in purchasing. He immediately lost his desire for the car. It no longer seemed special.
The same can happen to any sale. Putting out too many pieces also diminishes the uniqueness of each piece. Even if there are several examples or variations on the creations, the Sales Ambassador avoids bringing them all out together.
A proposal should consist of three or five options.
To keep your offer unique and valuable, keep it simple.
Get Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
