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| *Ostroff, Fair and Company>>>Small Business |
To all Field Sales Reps? |
Im quite new to all this (Broke my wrist ..lost my job ...took the first job that was offered ) bla bla bla my product i sell is a good quality product at a competative price why do customer look at you waiting for the catch when there is not one and happy to stay with there current supplier even if they know there being ripped off !!!!!! Any tricks of the trade or advice and any funny stories Your boss is going to tell you exactly the same thing as I will. Go back. Go back. Go back. You have to understand, that while you may have a much better product at a better price and maybe even better delivery, the customer is used to doing business with somebody else. He/she has to feel comfortable with you. The only way to achieve that is to show them that you are serious. And are going to be there the next day if something goes wrong. Otherwise, they would just buy what they need off the internet. Know this: 80% of business is simply showing up. That puts you way ahead of most of the people out there. Source(s): Been a Rep. Have Reps working for me nationwide. Some people just stay with their current supplier cause they are lazy and can't be bothered to change. Keep close to the potential customer though as one day the incumbant supplier will mess up. Or you could just ask for a trial? Or say to them about putting all their eggs in one basket? :o) You are not selling them a benefit for buying your product. What are they going to get from you?? Better service?? Price?? Will it make there job easier using yours?? If you can go in for a 2nd appointment and come back to tell them how much they would save over the course of the year might change there thinking. Example: If you go in and tell them you can save them 10 cents it does not sound like a lot but if you can come back for a second appointment and do the math of say 100,000 times 10 cents=$10,000 per month times 12=$120,000 per year savings. You can get them to listen than and they do not go talk to the President he might listen. Keep away from the gate keepers and talk only to the decision makers. owner |
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