Does owning the product help you sell?

Quote:

Originally Posted by Snowboy

I hear what you are saying Toolguy but I also think that a good salemen will be able to hide his dislike of a particular item or product in order to make the sale.

Think of those in a Multi franchise or those selling across a wide range. I am sure that not all products they are trying to sell they believe in.

I sell a HUGE range of products and when a customer is interested in a product I don't believe in, (we have a line called Motor City, which is in the catalog and is just junk) I steer them to one I do believe in.

If I don't believe in a product in my catalog it's because I believe the customer will not be happy with that purchase and/or it will not do what they want it to do. I go so far as to try to discourage customers from buying a tool they do not need because, in the end, they will not be happy with it and will blame me! (I've had it happen.)

I have found that my customers respect me more for refusing to sell them something that is junk or will not meet their needs and they buy MORE later because they respect my integrity and my judgement.

My business has not grown as fast as some of the dealers who bought in at the same time I did, because I took more time and worked slower in building a customer base. However, several of the dealers who went in about the same time I did, and regarded their customers as sheep to be sheared are out of business now, because their customers do not trust them.

Pat

Quote:

Originally Posted by toolguy_35

I sell a HUGE range of products and when a customer is interested in a product I don't believe in, (we have a line called Motor City, which is in the catalog and is just junk) I steer them to one I do believe in.

If I don't believe in a product in my catalog it's because I believe the customer will not be happy with that purchase and/or it will not do what they want it to do. I go so far as to try to discourage customers from buying a tool they do not need because, in the end, they will not be happy with it and will blame me! (I've had it happen.)

I have found that my customers respect me more for refusing to sell them something that is junk or will not meet their needs and they buy MORE later because they respect my integrity and my judgement.

My business has not grown as fast as some of the dealers who bought in at the same time I did, because I took more time and worked slower in building a customer base. However, several of the dealers who went in about the same time I did, and regarded their customers as sheep to be sheared are out of business now, because their customers do not trust them.

Pat

Congratulations. You have obviously made the right choices. Are you saying thought that you would let a customer walk if they were set on a product that you were not a believer in?

Cheers

Quote:

Originally Posted by Snowboy

Congratulations. You have obviously made the right choices. Are you saying thought that you would let a customer walk if they were set on a product that you were not a believer in?

Cheers

Depends, I have sold the product to the customer once or twice with the understanding that if they had a problem they had been warned and were on their own.

In both cases the customer came to me later and said "you were right, I should have listened to you." and then proceeded to buy what I tried to sell them in the first place.

I won't loose a customer over it if they get insistent and beligerent that they just "have to have it" but I do give them fair warning.

Once or twice I have walked away from a deal to keep a customer from making a disastrous choice. In both cases the customer later came to me and again, said thank you.

In the end it's my product knowledge and integrity (if I may be so immodest) my customers have come to trust.

In the tool business especially, it is easy to screw customers over and far too many tool men have over the years so it is imperative that you are honest in this business. The ones who are, last. The ones who aren't, don't.

Pat

All good points Pat - Thanks a lot for your input

Does owning the product help you sell?

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