Monday, September 12, 2011

No money

Dealers run into this, so do suppliers every day:
I can't afford to buy this, it's more than my budget can bear.

We believe this when we hear it and we move on. We lose the sale, we lose the client. But there's one thing about that statement:
It's almost always 100% UNTRUE!

The same customer who says he has no money is the same customer who will find the money to buy something that excites him, something that is a great "deal." This is what separates the order-taker from the order-maker.

Barry LaBov
LaBov & Beyond


  1. True. We are either failing to communicate the value, or we're selling the wrong thing.

  2. Agreed, if we don't do either, well lose out.

  3. Thanks for the ideas. Dealing with dealings or employees or customers--it's all the same--we must stress the value we're bringing.
    Barry LaBov
    LaBov & Beyond Marketing Communications and Training