Understands selling different levels of products and services, and regularly talks with customers about their needs - Best Practice #50

by Dave Kahle

        “We need two cases of widgets.” 

        Here’s how the average salesperson responds to that request.  “I have them in stock.  It’ll be $300 each case.” 

        Ah, but the superstars have a different approach.  “OK.  Can I ask why you need those now?” 

        “Sure,” says the customer, “we got a new project from one of our customers, and these are going to be packaged with a couple of other things for the sample prototypes.”

        “Oh, so your customer may decide to buy these on a regular basis?” 

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        “Yep, if the prototypes work out.”

        “And, you mentioned they were going to be packaged with a couple of other things.  May I ask what those other things are?”

        “Sure.  We’re adding didgets and fidgets.”

        “OK.  Did you know that we also have didgets and fidgets available?  And that we have a division that assembles custom packages for our customers.  We could probably assemble those, and provide you the finished packages.  That would save you assembly time, streamline your inventory, and simplify your ordering.  Would you like a quote on what that would look like?”

        Note the difference between the approach by the average salesperson, and the approach by the master.  The average salesperson fielded a superficial question, provided superficial information, and thought he was doing a good job... READ THE FULL ARTICLE HERE