Jul 24 2008

What Are You Trying To Sell Me?

Published by Ken Stewart at 1:43 pm under Business, Solutions Selling, Technology

Data and Voice CollideJust what is it you think you are trying to sell me?

In my role with the company, I am not only responsible for day-to-day operations in our customer-facing technology group, but I am responsible for internal technology initiatives as well. This would include all infrastructure between several different branch locations, as well as contract negotiations with partners, vendors, and service providers.

So I received a phone call today from a local voice and data service provider requesting an audience to tell me about their offerings. I let the call go to voicemail because I wanted to hear the elevator speech as to why I should listen to this person - let’s call her Nancy.

So, Nancy leaves a message informing me that her company provides both data and voice services for company’s just like us all over.

OK, so far this is fine. It’s the same as everyone else, but fine.

Next, Nancy goes on to inform me of an all encompassing voice and data solution that I may not be aware of called a T-1…

Let me tell you, if I don’t know what a T-1 is, then I must’ve pulled one heck of a snow-job on the President and Owner of my company… In reality, if I don’t know what this is I should be fired.

Come on, I provide solutions for my customers every minute of my life, and here you are not only informing me how uneducated you are, but not selling me on what I want to here.

What is that you may ask?

How are you going to help me solve my business problems and satisfy my customer needs - that’s what!

So, 30 seconds into the voicemail message, Nancy is fired. She’s not even getting to first base! Take a lesson from this and apply it - please!

  • Are You Still Trying to Sell Hardware?
  • What’s in a Checkbox
  • Do you understand what your customers are trying to accomplish?

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