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<p>[QUOTE=&quot;Randy Abercrombie, post: 25351401, member: 92655&quot;]I been in sales ever since I left the Army. I once had a seasoned sales trainer early in my career tell me that the person that speaks first in a financial trade is usually the person that loses the upper hand. I always lived by that credo and it makes sense on a lot of levels when you give it some thought.</p><p><br /></p><p>So I have observed that there are three primary ways a coin dealer trades at a show. There are others, but these three are by far the most prominent.</p><p><br /></p><p>1) This is the most disarming as a buyer. The floor always gives the buyers name tags. So when you walk up to a table he knows your name. You typically do not know his. The dealer has the upper hand…… You point to the Peace dollar that has a small sticker handwritten $120.00. He takes the piece out and tells you that you have a keen eye. And Randy, I’ll give you this one for $100.00. Win-win for the dealer. You have been disarmed, and the dealer has played straight to your weakness. This is a good play for the dealer and is likely the dealers most successful sales scenario.</p><p><br /></p><p>2) I do not like this one… You walk up to the table and you see trays of lovely coins that interest you, but no idea what the dealer values any of them at. You ask to see the Peace dollar. Silently, he takes it out of the case and hands it to you. You turn it over hoping to see some indication of value, but no information exists. What troubles me about these type dealers is that it is typically done in uncomfortable silence. No small talk. Only uncomfortable silence. I always walk away from these scenarios. They are far too uncomfortable to me. And I cannot believe these are overly successful scenarios for the dealer.</p><p><br /></p><p>3) I often wonder if this scenario is a set up or not. The dealer is talking so his helper steps up to help you. You ask to see the Peace dollar. The small talk tends to revolve around the helper not being very adept at the coin world. He is just helping out this weekend. That sort of thing. You turn it over hoping to get an indication of value and you see a series of letters/numbers like the 2X2 below. You recognize immediately that this is code meant only for the dealer to understand. You ask the value. The helper studies the letters/numbers and responds $120.00. You begin to hand the dollar back and he says, “wait, let me ask”…. And the dealer tells his helper to let me have the piece for $100.00.</p><p><br /></p><p>So yeah, it is a boring subject, but I have long studied people in sales scenarios simply because sales is core to the health of my own business. So tell me what works for you either from the seller or buyer perspective.</p><p><br /></p><p>[ATTACH=full]1621698[/ATTACH][/QUOTE]</p><p><br /></p>

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