All About Selling >> Client Relationships >> What is the Difference?
What is the Difference?
4511 posts back to top |
Posted 3 months ago
What is the difference between you and me? This was the questioned asked this morning. One of our staff visited a client of mine. The client called to have some concerns answered. In the minds of our office staff and the sales person it was all about a price issue.
WRONG. It was a value based concerned where the client believed they were overcharged for the service rendered. Our office tried to compare and question my first trip and wondered why the client had no concerns for that trip. The sales person questioned how it could be anything other than price. The first trip was over two times the amount charged for the second trip and the second trip took longer to complete. How can this be a price concern?
The difference was the time spent with the client explaining and answering concerns prior to the start of the job scope. The difference was the conversation about the client and gathering information about the client. The difference was remembering what the client stated and repeating the conversation with the client. The difference was the entire first trip was about the client and for the client. The difference; knowing the history of the client and become interested in that history.
The next huge difference was the professionalism with the speech and communication. The difference is the professionalism and quality of workmanship.
These are not small differences they are HUGE . The differences make the difference between an enjoyable ownership exchange and buyer’s remorse.
Start today making a difference. What is different with you and the next sales professional?
The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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1352 posts back to top |
| Posted 2 months ago I think it is the drive each one of us have. Some have more than others. Some are just doing the job because they have to and some do it because they are passionate about selling and the care of the prospect. Showing up at a meeting just to speel off digested info and not showing Value to the customer, leaves alot of holes in the deal. Thus, like you said the customer called the office. Me, I listen to find out the needs and wants of the customer and show them the value of what I do and will do for them. Once you show a customer value of not only the service, but of yourself you are good. That means that you and the customer interacted and all questions/quierries were met. |
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4511 posts back to top |
| Posted 2 months ago Lori when we discuss others it is just an estimated guess what is your difference with those you work with? I am positive it is many. I see your determination,drive, and want combined with action. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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