The real Problem versus what the sales person is guessing what the problem is.


Role-Clarity
The real Problem versus what the sales person is guessing what the problem is.

In a LinkedIn professional sales forum a person told a story of purchasing a cheap item only to discover the product was junk. The particular product is sunglasses. The point of the discussion buy cheap buy twice. Typically I agree with that statement however in this case not one professional including trainers paid to train sale people listened to the description and caveats of the purchase and how the purchase was made.

The rest of the story:
The customer bought sunglass for riding bicycles. He is an experienced cyclist and has purchased sunglass in the past. The customer bought the product sight unseen off of the internet. This is a key part of the sequence and makes the original statement: buy cheap buy twice not the reason the product was not a fit. Do you think this person would have purchased the product after trying them on to see they do not fit his face at a local store? Do you think he would have purchased the product if the sun was not shielded by the lenses on the sun glasses? Suppose he could go to Walmart or Walgreens and purchase the sun glasses cheaper than at an eye doctor’s office? Do you suppose that he could have taken the model number down and located the exact same model on the internet at half the dollars and buy at the same quality? In this case it was not buy cheap buy twice.
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This is a perfect example of misunderstanding an issue and giving advice that is not relevant to the problem. Buying products sight unseen will lead to buying the product multiple times. When research is neglected products are purchased that will not take care of the real issue. I the sales person must become the research analogist and report the findings back to the customer. I must give the customer the proper information to make the right choice. I am not suggesting customers cannot perform their own research, many do and many more are well informed. However in this story he did not do his research and ended up purchasing sight unseen a product that did not perform the way he thought. it is applicable to this story.

I must make sure my customer understands purchasing products sight unseen is not the proper choice to get rid of their problem effectively. How would you the professional influence the customer to let you help them finally get rid of issues that are affecting the way they live, work, or play. Frequently sales people will answer what they believe are the real question and forget to confirm the question, answer, and proper solution. What happens is the sales person is helping the customer discover more stalls moving forward. The other day I asked a person what do you think about a customer who makes wild statements. For the next 10 minutes they told me how they would overcome, how they would reply, and how they would book the call. I then asked if they could answer the question. Answer the right question and watch your ability to help customer soar.

Please hire the right professional to help move you from where you are and where you want to go. If they do not understand and give you information that is not correct you are no longer moving forward maintaining balance to get where you want to go. In this case buying cheap was not the problem, buying sight unseen was the real problem that provided the distinction between satisfied and unsatisfied with the product. Once you understand the problem now you can give a solution. Many companies handle the same product at different prices. The difference is in value and a customer’s perception of value that become real to him or her. The first thing you must do is define and determine what you mean by cheap? Can a customer purchase quality products at a cheaper rate? If so how can you influence a buyer to purchase from you? What makes your solution different that a customer would choose you over something less or higher? Start today with solving the real problem versus what sales person believes is the issue without gathering all the facts.

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About practicebetterbusiness

Author of Outside the Business Box: All about Sales Build a better you and increase your earning potential

Posted on July 26, 2014, in enhance your ability, How to sell HVAC, How to sell plumbing, HVAC sales and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. Leave a comment.

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