What Buying a Bed Taught Me About Selling Travel |EP 171
On this episode, I'm talking about a recent shopping experience I had when purchasing a new mattress.
The story is the two salespeople I dealt with along the way, because they could not have been more different, and it's got everything to do with how you sell travel.
Salesperson one was kind. Genuinely lovely to be around. But every conversation she steered came back to price. She warned me off a mattress for being "too expensive." Told me a pillow and a set of linens were "very, very expensive" before I even asked the number. Never once asked what my budget was. She just decided, based on my ponytail and t-shirt, what I could afford and what I'd consider worth it.
Salesperson two never mentioned money until I brought it up myself. Instead she asked how I sleep. Side or back. Soft or firm. Had me lie down on each mattress and actually stay there, roll over, get comfortable, like it was real life instead of a showroom. Two mattresses ended up basically the same price, so the decision came down to how each one felt, not what it cost.
Here's what actually got me to say yes, though. It wasn't the mattress. It was that I didn't want to deal with hauling my old one to the landfill. She solved that problem for forty extra dollars, and that was the entire close.
Your clients do this too. They stall out, they say "let me think about it," and advisors assume it's the price. Half the time it's not. It's the thing nobody's answered yet: the logistics, the "what happens if," the fear sitting quietly underneath the budget conversation.
Next time a client hesitates, get curious before you get discounty. Ask what's really going on. You might find the real objection has nothing to do with money at all.
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