Sales Training Toilet Paper and Emery Paper
Trainer: Friend. You must always remember that the Customer is King. You exist because of him. So treat him honorably. Imagine a customer walks in and asks for a product. If there is no stock don't say 'No stock' and send him away. You are losing a customer. Instead offer or suggest a substitute, glorify its strengths and advantages over the other one and give it to him. Thus you execute the sale. You retain the customer.
Thus focusing on a company 's products the Trainer takes an example.
Trainer: Listen friends. If a customer asks for Colgate tooth paste and if there is no stock don't repel him. Say you have another brand which is equally good. That is Binaca. Explain the benefits over the other product which the customer originally asked. When convinced he will buy and you score a victory over him.
A few days later a customer enters the store. He asks for toilet paper
The Salesman says; Sorry. Not available. But we can offer you superfine emery paper. It is very effective and more advantageous for cleaning the surface.
The furious customer frowns and leaves the scene.
Published by T. Ramaswamy
Freelance management consultant with extensive writing experience,having post graduate degrees in Economics, Business Administration, now writing articles on humor,spirituality and management,Author,CON... View profile
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2 Comments
Post a Commentof course emery will do it. Rather too thoroughly! LOL!
Good story.
The point to ponder is the mindless application of a rule or principle. Missing the substance and sticking to letters. If customer is really king he must know what he really wants. In which case if he wants a good toothpaste and prefers Colgate (in that order) then he must himself ask "okay, you dont have Colgate. Do you have any other good toothpaste?"
While we pay lip sympathy to the 'customer is the king' line, more often we think the customer is dumb. In trying to palm off what we have and not what the customer needs (hard sell?) we think we are being smart but actually end up as dumb as this toilet paper salesman.
Trainers need to caution trainees on these aspects. Like this story does!
tnx.
Ha, well, emery paper would certainly do the job...