I had a property manager who was living paycheck to paycheck and was very reluctant to sell boxes and packing supplies because she couldn’t fathom paying the prices we charge for boxes if she were to move.
What she didn’t consider is that not everyone is like her. Her perception of the value of the boxes and other packing supplies was colored by her current economic situation.
When I was younger and newly married I worked for the Boy Scouts of America and my wife stayed at home with our (then) two young daughters who were under the age of 3. Some months the only reason we could pay our bills was because of the mileage reimbursement I received for using my run-down Ford Tempo for work. In essence, I had a small reverse mortgage going on my Ford… So, I can relate with the mindset that wouldn’t pay for boxes.
Now I have five kids and I’m no longer living paycheck to paycheck and if I were moving there is no way I would spend my time looking for boxes at grocery stores or out behind the retail center. My priorities have changed, convenience is now more important, and sometimes I gladly pay for it.
We all make the mistake of assuming that others are like us. This limits you.
If you don’t ask for the sale, the answer is automatically no. Don’t judge, just sell what you have to offer as if the prospective customer is the perfect candidate.
Don’t be so arrogant as to assume everyone has the same priorities and preferences that you do. If you’re location offers boxes at a price higher than you would want to pay, sell them anyway.
If you only have space on the third floor or in the back of the facility, figure out what is good about that space and sell it. Don’t mislead… but don’t hold back either. Do your best, and don’t say no for your prospective customer.
Who do you serve that is not like you? Is it possible that they might prioritize their purchases differently than you do?
