Sales Trigger - How to increase your sale

This is written on my new PC. I feel I have needed one for some time now and have been looking for a new one. I'm not an advanced PC user, so I was looking for a cheap one. Not too cheap, of course, but neither expensive, approx. $ 1000 to be frank. Well, I found it advertised and went to the dealer, a well known company with a shop in every serious city. I was met by a nice guy offering me his help. Of course he was there to sell, and I to buy, and if we both ended up happy all would be fine. I presented my desire, and he explained a couple of advantages. However, not many seconds after the process started, he said that - pointing on a neighbouring PC - this one is far better. It is faster, more disk space, webcam etc. etc. It took him only few seconds to let me understand that by spending only 200 bucks more I could tell anybody about my new machine. And you want a mouse, he asked. No, I said, I always use the one on the PC. Ok, he said, and wrote his invoice with my name etc. Coming to bottom of his writing he looked at me and more said than asked: You take the mouse if I give you 20 % discount?

You know my answer: Yes, I take it.

This guy increased the sale by some important bucks - and not to forget - he was happy, and I was happy.




Once a buying decision is made, the buyer is inclined to continue to buy or to continue to act in a way that is consistent with the buyers previous action.