How Not Opening a Backpack Led to a Lesson in High Value Selling
Karen Graves
Helping Seasoned Professionals Become High Earning Coaches and Consultants | Subscribe to the High-Value Selling for Coaches Newsletter
While at a workshop event in New York City, I saw a photographer struggling to open his backpack that was just outside of reach. I was closer to it so I asked if he would like me to open it for him. He said yes, but embarrassingly I couldn’t get the daggone thing unlatched.
He attempted to instruct me. It didn’t help.?
No matter what he told me to do the latch wouldn’t budge. He explained that it was magnetic and there was a specific way to unhook it, yet try as I might, I still couldn’t get it.
As he shifted over to release the latch, I mentioned that having a backpack that someone else can’t open easily is actually a good thing. It makes it hard to get pickpocketed, a real concern in a crowded city like New York.?
And that’s when his face lit up. He exclaimed, “Yes! That’s something I love about it. This brand is amazing!”?
He continued to share how it’s a bit pricey compared to other backpacks. However, given that it’s lightweight, has additional safety features, plenty of space, and is durable enough to hold his heavy camera equipment, it was a worthy investment. He also shared that the brand has a great reputation, ample size and utility options, and incentives for purchasing.?
He was so enthusiastic about it, I was immediately sold. If a professional photographer feels confident carrying his expensive and heavy equipment around New York City in this particular bag, it sounds like a good one to have.
He was so convincing I joked that he could have been a spokesperson to which he agreed. He said he tells people about his backpack all of the time.
Our exchange made me think about how often people say they aren’t good salespeople when we ALL naturally are.
I am buying a pricier-than-normal backpack I never knew about because in 5 minutes this stranger created credibility and trust, demonstrated his expertise, and shared enthusiasm about something he passionately believed in.
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Which is the essence of High Value Selling.?
You don’t have to do all of the salesy tricks and tactics or convince people to buy what you have to sell when it’s much easier to share what you believe in. A sale happens when you share that belief with the right person at the right time.
Selling is just a transference of beliefs.
In this case, I was the right person and this was perfect timing since I’d been considering replacing my computer bag as soon as I found something that had all of the features I wanted, and safety and durability were high on the list. I am grateful to him for finding the perfect fit.
If you’ve been hesitant about extending offers or are concerned about appearing pushy or manipulative to sell, pause to consider:
If you are lacking in any one or every one of these areas, I’d be happy to help you steel your conviction so you can confidently sell your high value offers. Send me a DM.