HELP!!! Cant seem to close

JacquesWerth

That seems like a very good and logical idea. However, if they don't thoroughly trust you, they won't trust your demo or any other proof that you show them.

tom behr

Although I am more then happy to provide them with literature that they can then pass onto their customers they would often rather not have to go through the "effort". I put forward to them they they can use our product as a second option of sale that they can sell for a higher price and in return earn a higher profit for the exact same amount of work. They generally like the idea but still no orders[/quote]

Is it possible that they say "no" to an otherwise good idea because they doubt their ability to sell your product successfully to their customers (and gain the benefits of your product -- higher price/higher profit.)? It sounds like your customers are your sales force, selling to their customers. That's the sale that gets you "orders." If you want them to sell for you, you have to make them confident they can do it -- and handing out literature won't get it done.

ps. Search this site for Jaques Werth and look up "High Probability Selling." It might be really helpful -- especially the qualifying part.
Tom

toolguy_35

Here's the thing, I also sell to mechanics (tools) one of my biggest tools (pun intended) for selling to them is the rapport I have with them.

I get them to think of me as a friend. And as a scrupulosly (sp) honest guy who will treat them fairly. Now this requires that you BE honest and TREAT your customers fairly. But a personal relationship cannot but help your sales.

Guy, product knowledge and belief in your product will get you further than anything else.
pat

Thomas

I started a topic about the meanings of Trust and Respect Trust and Respect because it comes up alot. What does Respect mean to you Mr. Werth?

rich34232

use the show and tell method with your sales process. Show them the quality of your products. Let them use their senses to form the ownership exchange.

This may be the time you give them a trial( form of the puppy dog close) show them your service on delivery.Ask to meet with all the technicians one morning to describe the materials you give them.
Personally I do not care for the term offert as it is asking to either accept or reject. What we or I give you and how it will make their job easier.

JohnVoris

When the object is an unknown product, major bonuses, discounts and free-bees are essential.

You are also bucking the loyalty created by their present servicing rep who is offering a well known brand name.

When the product does not have the strength alone to break pre-established loyalty, increased service is essential along with bonuses, discounts and free-bees.

As a new product, extended and enhanced guarantees and other warranties must be offered that greatly diminishes those of the competition.

Many companies take tremendous loss when launching something new. That should have been worked into the start-up phase as marketing costs.

Leaving you with insufficient promotional tools is an uphill battle you may reconsider.

rich34232

John Thanks for bringing this back up. I sure hope in the past 3 years this fellow has found a way.
I am sorry I had my sales person hat on when I first responded to this query. I have put my tradesmen hat on and now can give anyone that is experiencing the difficulties with tools.
Why do I purchase tools and what are my expectations with that tool.
1. Ease to return the tool no matter how I misuse the tool. Using a screwdriver as a chisel or pry bar and break the tip and have no questions asked of me.
2. Will the company still be there when I do number 1.
3. Quality of the tool
4. Past history with a tool manufacturer knowing their warranty
5. How easy is this tool to handle?
6. How much?
7. Traveling tool guy how often will I see you. I break a tool I need it replaced now.
8. How much maintenance will I need to do to keep this tool in the best shape?

Understand how your clients purchase and the issues dissolve.

RyanC

How would you feel about a 'trial-use'? desperate perhaps? I dont know about your product, if it would allow for it.
With my prospects I offer a one week free trial, often this helps. They dont want me to take it away after the week is up.

JohnVoris

This is a good approach that can be said with confidence:

"Sure, I understand you are hesitant, which is why ABC company is willing to make a "trail-offer." Although this is costly for us, we are confident you will experience the difference and switch to us.

Also, keep in mind, that once you do climb on board, this is an introductory offer. As demand increases, so will the cost and you will have gotten in on the ground floor.

Just a few additional thoughts.