I had been evaluating Mohit for his behavior and salesmanship. He had been very cordial to me from the word go, and had made me feel comfortable. He had taken me on a quick tour of the centre, explaining all the different services and their benefits to me. I was convinced by now that this was meeting my needs and I was seriously considering enrolling the same day, although I had the two-day free trial available. As I got lost mentally weighing the pros and cons and calculating the ‘value’ I was deriving for the ‘price’ I had to pay to access the benefits…Mohit timed his ‘closing the sale’ appropriately. ‘I think this is one of the best deals you will get and I think you should enroll today to avail the offer Sir’ he said, persuading me gently to make the purchase. ‘Why don’t I introduce you to a personal trainer, who will assist you in using our facilities for today and I will wait for your decision after you are done with your workout’ he said with his charming smile.
Mohit indeed had put up an excellent sales presentation by connecting with me more like a consultant who’d help me make the right decision on the choice of a fitness centre. He knew about their services well (product knowledge) and kept continuously probing to uncover my needs and arrive at the right solution for me. He had demonstrated the value both, in his behavior and the physical tour of the centre. He had handled my objections well and I believed he had offered me a good deal, although the price I was willing to pay was quite significant for a six-month membership...of course, I didn’t need too long thereafter to sign on the dotted line.