03302017Thu
Last updateWed, 29 Mar 2017 1pm

Brad Huisken

Selling Value!

Years ago, when I started my career in retail I was required to read a book titled, "Successful Shoe Salesmanship," by Dr. William Rossi. One statement from that book has stood out in my mind for over thirty years. The statement was, "Give your shoes a reason for being and you give your customer a reason for buying." In other words, it is up to the salesperson to create value in the merchandise they are selling,
whether the item is shoes, jewelry, electronics or space shuttles.The first thing that salespeople need to understand is the definition of the word "value." I believe that value is simply "perception." I know the value that I have for a hundred dollar bill is totally different than the value my children have for the same bill. They think, "let's party," and I think "let's hide it from them." I am sure that Bill Gates has a very different perception of a hundred dollars than I do and so on.

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