What you will read are real-life examples of what you should and should not do to enhance your sales career to become a Trusted Advisor.
The Story
There was a small manufacturing company on a growth curve. In order to take on more business and increase productivity, the company needed to buy various equipment for their business.
During this time, there was only “one store in town” that was selling equipment for their particular field. So, they contacted Sales Rep A, who we will call Bill, and represented “the only store.” Well, in came Bill and submitted a proposal for the equipment that was needed. The company agreed to buy the equipment, not to mention at a hefty price tag. The equipment was delivered, installed and Bill came in to pickup his check. One particular piece of equipment never operated correctly and numerous calls were placed to Bill. Well, Bill turned his head, didn’t return phone calls and just vanished.
About 1 year later, Sales Rep B, who we will call George, stopped by the company to present other equipment options from a “new store in town.” The Company, explained some of their problems with the equipment they had bought from Bill. George reviewed the situation and came back with attractive proposals and other options to help the Company with new equipment that would solve their problems. The company bought the equipment that was proposed and were delighted that their issues had been finally resolved.
George continued to follow-up making routine calls to discuss other options to increase the company’s productivity and to make sure they were satisfied with the equipment. Needless-to-say George, over time, received numerous orders for other equipment. When the company had questions or needed other solutions, they relied on George. Little did George realize, but he became their equipment advisor.
So one day, maybe 2-3 years later, Bill decides to stop by the company looking for opportunities to increase sales. Bill was told that the company had been buying equipment and he was not considered, politely shown the door, and asked not to come back any more. The company had no need for a sales rep who “grabbed the order and ran.”
Lessons To Be Learned
Often times when selling a product or service, there are problems associated with it. Always honor what you have sold, even if there is a problem. But when there is a problem, part of your job as a sales professional is to do what you have to do, but get it resolved.
Follow-up is important. You just can’t “grab” the order, like it is the only order you are ever going to get, you need to stay in contact with your client or prospect. Give your prospect or client as many options as possible so they can make a sound decision. The benefits for your career will become outstanding.
Do you have an example you would like to share on becoming a trusted advisor?
