Interesting Thread.........Good!!
It speaks to the basics of selling as a professional. When you buy a new car, would the salesman you are talking to, enhance the chances of you buying that say "Chevrolet" from him, if He used the local "Ford" dealer as a "Sphere of Influence", an expert as to whys, how to's of buying a new car ? :nah:
Using a competitor's endorsement/idea's only hurts you in the eyes of the buyer. It suggests that you don't have the skills necessary to do your job. The two # 1 and #2 rules in any form of selling..........
#1. Salesman "Know Thy Product".
#2 Salesman "Know Thy Customer".
By indicating that the Bride, is wrong in her not wanting to read this book, and your indicating that in fact, her reading this book is the appropriate thing for her to do, is wrong. You don't know your customer. Her wanting to hear from other brides who have been through this, is a fundamental part of rule #2.
In my 35 years of selling I never once had a potential client ask if I had information from another Broker, on how they should set up their Policy? An Expert in the business or not......?? :no:
However I have had numerous requests from potential clients of mine, as to the type of job I do, by asking for references from clients I deal with today. That is valuable information as to how their experience may go with me, as their Broker. In the minds of these brides, this is "their special unique day", and though we as DJ's may feel we have the answers, and many of us do, that's not what your customer wants to hear. Listen......they are trying to tell you how to "close" the deal???? :icon_cheers:
One thing theses brides are seeing, that some of us are not, is they are not hiring the books author, they are hiring you. :wideeyed:
