People buy from people first is a well know marketing dynamic. It works off emotional energy. It is as simple as that. You engage someone at the point of sale and if a like, connection, trust, or feeling kicks in, then the sale is fast becoming a done deal with minor obstacles. The thing is, sometimes it is not in your favor
IN & OUT
Emotions send signals of approval or disapproval and people react and adjust accordingly. Look at it this way. If you don't like the person who is on point, a "no sale" has or will already have taken place and is gelling depending how bad you do or do not want whatever it is. Emotions can lock buying in or lock purchasing out
CRINGING
Where I cringe is when I have a buyer that makes their entire position known via excitement. The seller of the car, house, retail item or garage sale goody now has the upper, profitable hand known as the golden rule handed to them on a platter. They not only have the item, they own you too courtesy of emotions...YOUR emotions I might add
LOL SECTION
I think it is fair to bring up that I tried conveying this to my wife many times to no affect. She believes in the joy of the act and sees me as the joy-reducer. The more I try to explain it, the worse it becomes making me out a messenger of doom. Our compromise has been slow but is progressing. Today, I consider her a smart shopper which allows me to relax a little but there are times
THE SELLER RULES
Emotions to a buyer of anything while good, healthy and a form of pre-celebration goes directly against the negotiating power or dynamics. If someone wants something really bad, all the seller has to do is sit back, smile, be courteous, patient and sympathetic until you take out your cash or contract to purchase
THE SELLER HAS A RIGHT
Hey, if you are the seller, then I am happy for you. It is your time and if you have something that excites, well it is perfectly in line to capitalize on the situation. I support it. I get it. The funny thing is that if a buyer of said item showed less enthusiasm going in, I know you would take less. How much who knows?
I WANT-YOU WANT
Showing an interest in buying, sending a purchasing signal or intent to consummate a transaction is expected and wanted by anyone selling/buying anything. This is what makes the economy of the world go round and round. The wanting of anything drives the money bus. This bus must keep traveling
PROMPTING THE SALE
Good sales people even recognize fence sitters, hesitant buyers or ones ready to go and prompt them with a kind word or inquiry as they should. After all, this is a willing and satisfying dynamic that has been around since the early man days of trading. Sending and receiving, giving and selling
HOW CAN HURT?
That's why it is so important to either have your "poker face" on point when transacting for the big or special items and with an agent as well. You see an agent knows how bad their buyer wants something and can communicate it without jeopardizing or weakening their clients position. This can save $$$$
WHO BREAKS FIRST?
When purchasing a high-priced, special item where there is room to negotiate, both the buyer and the seller live on the edge at times not knowing what will take place and when by whom first. This little "pending zone" is private and when one gives a hint as to what they are thinking, can cause a gain or a loss of some sort. It is called the advantage and shifts accordingly.
SHOW AN INTEREST
I want to end on a good note. Yes, be happy, enthused, positive and readable as to what you are doing and why but with a dignity, a grace and a hint of possibility that you may be interested providing YOUR expectations are met. Ahhh, then it begins on a good note.
The poker face says what we tell it too say....The celebration comes after we have a deal
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