Don’t you wish we could bottle December’s “good will toward men” and sprinkle it around all year long? If we could sustain that spirit of cooperation and helpfulness, maybe we could avoid tough times altogether. Here’s what I mean.
I’ve been trying to find The Da Vinci Code movie on DVD. At one video store, a less than interested salesperson said (without taking her eyes off the television screen playing a new release), ‘we don’t have any in stock, but if you come back next week we may get some in’. In contrast, at Sunrise Records the salesperson physically checked 3 places, then checked her computer, and then offered to order it from another store, promising to call me when it arrives. She went on to point out a $5 coupon in an in-store magazine (brilliantly called “Needle” by the way) encouraging me to use it when I returned to pick up the movie. Now that’s what I’m talking about!
Consider each of these selling strategies below. The first two are typical and likely used by 80% of salespeople. (Basic Selling is what I experienced at the first video store.) The last three are atypical, and they’re the ones that will guarantee you customers for life!
You simply sell the product/service and walk away.
You sell the product/service when the customer calls and encourage the customer to call again if there are any questions.
You phone the customer a short time after the sale to ensure the product meets the customer’s expectations. You ask the customer for feedback (improvement suggestions or disappointments). This information helps your company continuously improve its performance.
You contact the customer regularly to see how the product or service is performing, ask if they’d like to reorder, and offer them valuable information they can use.
You and your company work continuously with the customer to produce products/services that will help the customer perform better.
Be atypical and sell like a superstar using accountable, proactive and partnership selling techniques.