THERE NOT JUST WORDS....

Did you realize that there is a relationship between your vocabulary and your income? Studies show that the better vocabulary you use with customers the more money you will make.

This is especially true in the detail sales process.

You should try to learn a new word, especially words related to the automobile and the detail industry, everyday.

Good rule: whenever you hear a word you do not understand or have never heard before make a note to look it up. There are also "Word of the Day" features on many dictionary web sites.

Now, mind you I am not talking about learning obscure words or antiquated words such as popinjay or princox. You definitely want to avoid using such words, they hurt rather than help in the sales process.

However, having the right word at the right time literally fires the buyer's imaginantion and gets their attention. And, when a customer is paying attention, they are more likely to buy.

The great American author, Mark Twain wrote: "The difference between the almost right word and the right word is really a large matter---it's the difference between the lightning bug and the lightning."

"CAPRICE" IS THE WORD OF THE DAY. LOOK IT UP

Regards
Bud Abraham

Quote from Bud:

However, having the right word at the right time literally fires the buyer's imaginantion and gets their attention. And, when a customer is paying attention, they are more likely to buy.

My Response:
Here is a word everyone should look up " Value". to fire up the buyer's imagination and get their attention.

Value (Marketing)

The value of a product is the mental estimation a consumer makes of it. Formally it may be conceptualized as the relationship between the consumer's perceived benefits in relation to the perceived costs of receiving these benefits. It is often expressed as the equation :

Value = Benefits / Cost

Value is thus subjective (i.e., a function of consumers' estimation) and relational (i.e., both benefits and cost must be positive values).

For an individual to deliver value, one has to grow his or her knowledge and skill sets to showcase benefits delivered in a transaction (e.g., getting paid for a job).

For an organization to deliver value, it has to improve its value : cost ratio. When an organization delivers high value at high price, the perceived value may be low. When it delivers high value at low price, the perceived value may be high. The key to deliver high perceived value is attaching value to each of the individuals or organizations—making them believe that what you are offering is beyond expectation—helping them to solve a problem, offering a solution, giving results, and making them happy




"The key to deliver high perceived value is attaching value to each of the individuals or organizations—making them believe that what you are offering is beyond expectation—helping them to solve a problem, offering a solution, giving results, and making them happy"


For those of you here using wax/sealants, and doing correction you may want to pay close attention to the above statement,
and ask yourselves if your detailing business is providing any of the things mentioned.



Edited 1 time(s). Last edit at 02/20/2012 04:41PM by billd55.