BASICS OF SALES

Who can take issue with the fact that responding to a customers request for help can lead to bigger and better sales.

Changes in personnel, quality of product, production output, any number of things can cause a customer to ask for your help. Any of these things can cause a company to lose accounts, miss deadlines, lay off personnel etc. Solving any problems you are asked to help with can be extremely beneficial to you as a salesperson. Here is an outline that will help solve some company problems that might arise.
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Start off by interviewing everyone connected with the the problem. Let them know you are there to help and not to point any accusing fingers or attach blame to anyone.

Go around and reeducate the personnel connected with the problem, observe everyone and everything. Take note of everything and try to come up with a conclusion. Let them know that eventually a solution will be found.

Study the problem; put everything together you have learned and ask your peers for help and anyone else you think would help solve the problem. Meet with the company, present your ideas and ask for their help and suggestions. Explain how other companies with similar problems handled them. (Make sure while doing this that you never compromise any of your other customers and their procedures ).

Make sure you overcome any fear the customer has that the present personnel can't handle the problem once it is found.

Make sure both you and the company are in agreement as to what has to be done, and then with their approval put the plan into action.

Sometimes new products may be purchased as a result of the findings. Company's are open to trusting people who help them, they have added confidence in them and their suggestions.

When problems of this magnitude arise it usually comes to the attention of someone high up in the organization and that means you deal with them directly. A nice position to move forward from in the future for bigger sales.

Thank you
Joe D'Ambra
www.basicsofsales.com
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