Wow, remind me not to see you if I want to buy a boat.


wrote in message
ups.com...
What's a buyer to think g?

*******

Ah, yes. The old "see me last" pitch.

A buyer is to think that both salespeople are reluctant to spend the
afternoon demoing the boat knowing full well that when they move in for
the close you've got a built-in blowout, "But I haven't tried Brand X
yet!"

The best chance to close you, and at the highest negotiatied price, is
during the "excitement" following your test spin.

If both boats are fairly comparable, odds are that you *will* buy the
boat you demo last. The first boat would have to make some sort of
enormous impression that goes well beyond merely being competitive in
its class to remain the favorite as you take the second boat out and
get all jazzed, again.

The second salesman also has the advantage of learning from the first
salesman's errors and/or your reactions. Just about the time you
comment, "I would have bought that other boat, but I don't like the
idea of construction characteristic X," the second salesman suddenly
gets very stupid about whether his boat also incorporates the same
item. If the items are similar in price, and the price is negotiable,
the second salesperson also enjoys the advantage of dealing with a
customer who has some idea of what it will take to buy the other
product. Even if you play your cards close to the vest and don't
divulge the "deal" you've been offered, you still have a basis for
comparison and are more likely to make a decision when you believe you
are offered an equally competitive or more favorable deal by the second
dealer.

All the first salesman can hope for is that the second salesman will
really screw up. Knocking the product is a classic. Second guy says,
"You demo'd the Brand X? What a piece of crap! I wouldn't try to
paddle across a mudpuddle in one of those!" Buyer thinks, "Hmmm, my
research led me to believe that Brand X and Brand Y were both pretty
good boats, but if the Brand Y guy is right and there's all this stuff
wrong with Brand X, my reasearch on Brand Y is probably not very good
either and I better hold off making any decision at all."

The only other effective tool, and it shouldn't be underestimated, is
that a good rapport or relationship with the salesperson will often
carry the day when two very similar products are being compared. In my
life I've made hundreds of sales, (and probably lost tens of
thousands), because the buyers ultimately made a decision based on
which salesperson they "felt better" about.