May 19, 2011

Lose The Sale and Gain a Fan

Shout the Change - Three 
The Magic Question 
How NOT to Have a Competitive Position
Bonding is In: Flogging is OUT
It always makes sense to lose a sale if it means preserving the relationship you have with your customer. You don’t have the product she wants; you don’t have the right color or size. The right thing to do is give her a recommendation where she can go to get what she wants. Be the most informed salesperson there can be in terms of knowing where to go to get her wants satisfied.
THAT will impress her. THAT will tell her she is important and you care about taking care of her. Don’t try and force a sale. Flogging stuff that she doesn’t want will only annoy her. Do you reward your salespeople for referring customers to others? Probably not. Consider it though as a critical loyalty building tactic.
It’s not the sale that you should be focusing on, it’s the Relationship. Do whatever it takes to deepen it and enrich it with undying trust.
P.S…. it also makes good business sense to refer your most precious Gift to others.
They just might return the gesture.

Cheers,
Roy


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Posted 5.19.11 at 06:00 am by Roy Osing | Read Comments (0) | Leave a Comment