Turning a Lemon into a Pie
Many customers unknowingly look to purchase a lemon; however, what may seem like a lemon can quickly be made into a Lemon Pie with the right ingredients. As a sales person, it is helpful if you know how to sell these customers Lemon Pie instead of just the lemon.
The following are examples, in real estate, of how a sales person can convincingly turn a lemon into a Lemon Pie.
The first example is of a home buyer who wants to purchase granite counter tops. Granite counter tops can become very expensive, very quickly. However, if they were able to buy a house for a lower price and invest their money into granite counter tops, they may come out ahead. Instead of buying the lemon, the more expensive house with bad counter tops, they bought the pie, the less expensive house and had enough money to put into their beautiful counter tops. The owners of the new house were lucky their real estate agent assessed the clients’ priorities and helped them find something they were happy with.
The second example is one where the client wants a swimming pool in their new home. The first option was to put the money into building their own pool, but this was the lemon choice. With this option, the homeowners would be responsible for the water to fill the pool and the cost of cleaning and maintaining the pool. The real estate agent offered his clients a Lemon Pie when he helped them find a home that was near to a local pool. Even though there was a cost for a membership for the family, it was far less expensive than building their own pool. The family now has enough money to buy their children swimming lessons.
The last example is one where the homeowner is unhappy with the bathtub in their new home. The real estate agent was able to work out a reimbursement of $900 for the bathtub, but also informed them that a Jacuzzi tub only costs an additional $300 and can help increase the value of the house.
With these examples given, it shows that as a good sales person, there are a lot of ways to turn a lemon into a Lemon Pie. It is important, as a sales person, to educate your client of all possible solutions.
For more information, read Zig Ziglar’s tips, hints and other tactics on selling. My Website, Chmaber Directory Site for listings of websites use full to small businesses
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