Successful saleswomen
spend much of their time
on crafting that first offer.
Why?
Because it anchors customers.
“Even though
more accurate information
may be presented later,
people tend to rely on
the first piece of information
they receive.
You see this everywhere,
even at the supermarket
where an old label will be
placed above a new one
or the unit price will be shown
above the actual price.
Showing an older, higher price
gives consumers the sense
that they are getting a deal.”
The first offer also gets
the most focus by the customer.
Craft that first offer carefully.