Be Brave, Save Money:]

I’ve been thinking about this a lot lately. Fear. Why is it such a commonly used word in sales and marketing?

One of the best salesmen I know always says, “Find their fear, and go form there.”

People’s fear varies, from fear of losing the product they’re being sold, to fear of leaving loved ones with the burden of debt. Fear is an underlying emotion in most of us. A good salesperson will find that fear, and guide you to a solution… which happens to be in their product.

For example, when looking into life insurance, he might play into your fear of being a bad provider by convincing you that you're irresponsible if you don't have a pile of life insurance for your kids. "Is there any better investment?" he might ask accusingly. It is important to leave something behind for your kids, but the best policy that he’s advocating, is usually excessive.

Take note that if a salesperson guides to from your fear to a product that isn’t their own, that that salesperson is looking out for what’s best for you, rather than her wallet. This person is trust worthy, so take her number, and make sure to send your friends over for their consumer needs. 

Till next time, 

Georges - SPC    

My Buddy Bought a BMW!!

A friend of mine came to pick me up and surprised me with his new BMW. It's a really awesome car, but in the back of my mind, I was thinking, "Dude, you can't afford this." He's living beyond his means, but he seemed really happy, so I didn't say anything. Ha! I guess that's why I'm venting on here.

You see it in the magazines, commercials, and big budget films. "Looking good", or "Looking cool", is one of the most valued traits, here in our western society.
I've been a salesman for years, and I know how my buddy thinks. The salesperson probably associated his product with someone that is famous, or stunningly beautiful. Subliminally making the promise that my buddy will somehow embody these traits by buying this car.
**A funny example of this would be when George Costanza buys Jon Voight's car strictly because he's a celebrity. **

I remember, a while back, I went in to my cell phone service carrier, to replace my broken phone. It was bottom of the line, but it did everything I needed. As my customer service representative was filling out the paper work for my replacement, I decided to browse around. Before I knew it, I was being pitched a phone that cost about $500. Even though it did sound amazing, and I was teetering on the edge of making the switch, I was happy to stick with my cheap and simple phone... until he mentioned that a certain famous NHL goalie doesn't go anywhere without this particular phone. I soon found myself with over the top phone, unable to figure out how to make a call. So, even salespeople fall for these tricks.

Lately tho, I've refused to sell, or be sold this way.

I've made 3 personal rules.
1. I write down what it is that I'm going to buy before I leave my house. 
2. On the same sheet of paper, I write down how much I'm willing to spend. Wether I'm buying cars, stereos, or even buying real estate,I should always have that line drawn for how much I'm willing to spend.
3. Right before I make any significant purchase, I step away from the interaction with the salesperson to let my emotions die down, and to consult the paper. If I still want it after that, then I will buy.

Till next time,

Georges - SPC