Approaching Hard Sells

An easy sell business is something that regardless the cost or use of the product, the product will ultimately sell itself without much of any conflict from the potential customer. Unfortunately, there are several businesses and product available that while necessary at some point in time for everyone, are not easy sells because often times the potential customer does not want to be a customer of that product or service. A few examples of these products and services are: funeral homes, emergency medical supplies, emergency roadside assistance, travel (in regards to emergency purposes), and doctors (especially for life threatening diagnosis's).

While these people do make money for the services they provide, all of these professionals realize that few if any of their clients ever actually wanted to be using the products or services that they provide, but due to necessity are forced to invest in them at the time. It is often difficult for clients to make rational decisions in their moments of need and this creates a stressful situation for both the provider and the person in need. However, being a true professional and handling this type of transaction properly can make all of the difference. Not only to having a successful business, but to easing the lives of the customers they interact with during these situations.

When individuals become a client that is in need of services that they did not intend to become customer of for whatever reason, there are several problems that arise. Some people will feel that the people that chose to be in these businesses do it because they want to take advantage of vulnerable people to make a profit from them. As a result the most common problem faced with these services is arguing over the prices charged for related products or services. For example, an owner operator truck driver's trailer

slides off the highway into a ditch and has to be towed out be a emergency wrecker company; when the truck is righted onto the road and the driver gets ready to leave, he is handed a bill for over $8,000. The driver flips out and starts yelling at the wrecker driver that he is being ripped off. What is the wrecker company to do?

When one chooses to get into a profession that no one really wants to be a customer of, they have to be prepared to handle their client differently than most other sales transaction. It is suggested that members of the sales team express the most possible compassion for the situation the client finds themselves in. It is also important that they remain firm on prices for sales and services. Any sign of negotiating prices leads customers to think that they are being scammed and no matter the final price, they will think they were taken advantage of. Finally I would suggest that sales reps be prepared to formally and politely explain that they are a business like any other and as a result they have costs to cover as well. Just because the circumstances of the clients purchase may not seem fair to them, you are their hero for making the decision to be in this business so that they had someone there for them in their moment of need.

The few business owners that choose to be in professions deemed as places customers never wish they would have to be customers are very special people. While they are in business to make money, the reason they chose these professions is because they care greatly for other people and are willing to be available everyday to be there in strangers' times of need. As a result it is necessary for the business to make money to continue onward. The primary goal is to be patient and understanding with their clients to ensure them that they are here to help them when they simply cannot help themselves.