ASK THE EXPERT: TIME IS MONEY
Appreciating that expense applies not only to the amount on a receipt but the external cost of a customer’s time is critical to a seller’s relationship with their customers. Our expert, BJ Stringham of UWM Men’s Shop and Selling Is…, explains that multiple visits or unnecessary delays during shopping are factually calculatable costs for high-earning customers. With respectful communication, helping a client understand these externalities can be beneficial both to the seller and to the buyer of luxury goods.
This is something we all go through as specialty menswear merchants.
The problem is the customer cars as much for their money as they do their time.
In other words, they want it all. So this approach rarely works. Nice try though.
Jack Madda is the Absolute Best salesman I have ever known-
From Kilgore Trout , To J3; GOAT