Languagl mouldini

tl LASSIC, uPscale, distinctive, pa19 latial: These are the words builders and remodelers use to describe the houses today's clients want. Elegant moulding, cabinefs, doors, columns, mantels and staircases provide the desired ambiance.

To be successful in selling uPscale enhancements, a person must have an appearance, attitude and vocabulary as upscale as the product he is marketing. Commodity type products are sold on the aspect of price with little additional information required. However, more details, features and benefits must be presented when sophisticated products are being sold.

Story at a Glance

Comforting, pleasing language can reduce customer apprehension... buYing de' cisions need morethan price ... how you say it can be as important as what you say.

Upscale selling requires confidence in the product and service being sold. In addition, the salesperson must have the patience, product knowledge, training, sales tools and aids and practice to make a proper presentation.

Compared to price selling, upscale selling demands more attention to details. Heeding the culture and value system of the prospect, what he says and doesn't say, his body language and his degree of involvement and interest improves presentation effectiveness and results in more profitable sales.