Sports Collectibles

Nice piece by Jeffrey Gitomer of the Eagle-Tribune on the psychology of buying and selling sports memorabilia:

If you REALLY want it, I’ll drop my price
By Jeffrey Gitomer , Sales Moves
Eagle-Tribune
September 23, 2007

“I collect sports memorabilia and the National is the place where everyone who is a serious collector or dealer goes. People fly in from all over the world to buy and sell every kind of sports collectible imaginable.

…As you know, asking, “How much is it?” is the second biggest buying signal on the planet. “I’ll take it,” being the first.

Once I ask this question, every element of salesmanship is revealed.”

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