The Attitude of Selling Value
Business February 17th, 2009class=”alignright” src=”http://learnthis.ca/wp-content/uploads/2009/02/handshake2.jpg” alt=”Handshake” /> I heard a very interesting suggestion by a colleague at work recently about the value you suggest when selling a product or closing a deal. The suggestion was this:
Do not thank someone for their business when you close a sale, complete your service or sell some product. Instead congratulate them for their investment and thank them for their time they spent with you.
The reasoning behind this is that thanks often implies that you got the better end of the deal. When someone gives you a gift, you say thanks. When they left you go first and offer you something, you say thanks. Doing this with a sale can subconsciously imply you got the better end of the deal. You don’t a customer to think that so you are better off congratulating them for the investment they make. This transfers the idea that THEY got the better end of the deal and leaves them feeling they have something now more valuable than the money in exchange for it.
When I think back now to all the things I’ve purchased and how I felt when buying them, I actually do remember several people how congratulated me on my purchase instead of thanking me and I still remember them in my mind even years later. I never quite realized or registered why that might be so, and this simple suggestion has now brought that to light for me. I hope you get some value from it and may also be able to use it in your transactions you make with others. It’s a great attitude to have and really does portray more value is transferred than when you are thanked for the business.
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Mike King
February 17th, 2009 at 9:08 AM
I would agree with a concept like this in numerous matters. There is too much that ends up assumed from regular communications, so it is wise to alter them to send a more focused message. We have to be vigilant in viewing the effects of what we say, and tailoring them to have the effects we originally intended. A person can go years without realizing what one of their communication patterns actually elicits, and that is because it takes pro-active deductive reasoning to estimate the effects on others.
February 17th, 2009 at 9:27 PM
Armen yes I guess it’s easy to go years without ever knowing other methods for doing something. I guess you have to open your eyes to be able to see the effect on others first.
February 18th, 2009 at 12:10 AM
Insightful.
I’ve been compiling a list of phrases we use in our culture that could be better phrased. I believe the words we use directly influence our ideas and as a result the way we live. This is yet another example, one I had not considered.
Blessings in Christ,
Marshall Jones Jr.
February 18th, 2009 at 7:49 AM
Nice thinking, I really like that.
Another one I like is instead of just asking someone for something, say “How can we make this happen?” – it’s much more likely to provoke a helpful response
Cheers,
Glen
February 19th, 2009 at 2:09 PM
Interesting! “Thank you for your business” seems innocent enough, but I guess it does imply you got the better end of the deal.
February 20th, 2009 at 8:30 AM
This is a really cool way of looking at your customers and potential customers. After all, if they chose to give you their attention, they should be rewarded for it. Or at least thanked.
I thought this was a great new way of looking at “doing business”. And you explained it very well Mike.
February 21st, 2009 at 7:22 AM
@Marshall – I’m sure that will be a useful list to look to improve our sayings and communication on. I hope you share it sometime!
@Glen – that is a great tip as well Glen, very powerful if you want to be inclusive with offering help while addressing some new action or problem to fix.
@Vered – Yes, it is subtle for sure, but sometimes that is where the impact is with communication right?
@Nathalie – thanks for the comment, it’s definitely important to make your customers feel they are valued and their purchase was worthwhile.