When your next buyer walks onto your showroom floor, you have to ask yourself what is on their mind. What problems have they had in the past making a purchase of a high-ticket item? Then wonder how you’d feel in the same set of circumstances—in short, the “putting yourself in their shoes” cliché.
The buying public is so used to wondering how you intend to trick them. We all know the word salesperson is considered a person who would say anything to close a deal. That means we already have one strike against us the second they walk through that door. Knowing this and also knowing that price is such a big weight on their mind, you have to get past that first hurdle.