Psychological Associates — Sales Newsletter, February 2010

Short, Practical Sales Tips from Psychological Associates

What’s the Customer’s Frame of Mind?

After lagging behind for several years, Maureen’s company is now rolling out a new product that’s better than anything her nearest competitor can offer. She is excited to show the new model as quickly as possible to all her customers, as we can see in her conversation with Brad:

Maureen:	The materials are at the factory now. The line is up and running. So, we’ve started taking orders on the new model for delivery this spring.
Brad:	Spring? I’ll need delivery before then.
Maureen:	Oh, no, I meant spring for delivery of the new model only.
Brad:	Good, because I can’t wait till spring. Fourth quarter makes or breaks my year.
Maureen:	No problem. We can deliver what you need immediately.
Brad:	You’re sure? Because, right now, I need to replenish inventory.
Maureen:	Absolutely. But I really would like to show you this new line today.
Brad:	But I can’t get it till spring. Right now, I need to see product that can be shipped to me now.
Maureen:	I think you’ll like the new features we’ve added.
Brad:	I’ll bet I won’t like the new price.
Maureen:	I’ll admit, the new model does cost a bit more.
Brad:	What a surprise. How much is “a bit”?
Maureen:	Well, we’ve made big improvements on the new model.
Brad:	Just let me cover my reorder levels — before those prices go up!
Maureen:	Can I show you one of these first?
Brad:	Do I have a choice? Okay, show me.

Maureen’s relentless pursuit of her goal has apparently succeeded. Or has it? Do you think Brad is ready to consider the new line? What would help Maureen to be more successful?

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