By: Joe Sommers
At times, we come across customers who were either sold the wrong solution or were seeking the wrong solution to their problem. Once, after visiting a customer’s facility, I observed that the customer was actually milling parts which were actually too large for the machine. It was clear that this customer had been sold a solution which was not a match for. So I’ve put together my top 3 reasons to walk away from a sale and even have the customer return for more.
- Carry Integrity: Customers Typically Return to Salesman whom project a level of integrity. Customers will even give me a call for recommendations because they trust my judgment and believe in what I tell them.
- Protect the Relationship: Selling the customer an item which is not what he may need can come back to haunt you and cripple your relationship with the customer.
- Retain Focus: If you tell them early, this saves the company time to focus on customers who are good fits for your solutions.
What are your thoughts?