SALES STETHOSCOPE

AN INTERESTING TOPIC ON SALES STETHOSCOPE

A Case to solve in 60 Seconds ---

A School floats a tender for 100 hostel bunker beds. In the race are ----

1) A large Furniture Chain - Very reputed Company.

2) Local Fabricators quoting 1/2 the Furniture Chains price.

Furniture Chains RM wins order. Without offering any price reduction.

CAN YOU GUESS HER SECRET..

She says she used the Sales Person's Stethoscope.

What's that now.

Well the Furniture Chain's RM in our story asked smart questions.

She Probed and Listened. She found out something that wasn't there in the tender information.

The School had plans to expand. So the furniture Chain's easy to assemble bed bunker stands were a better bet for the school than the fabricated and fixed alternatives offered by local makers.

School did not mind the price. It could avoid retenderring hassles.

So the need was more IN the Product than FOR the product.

The RM used incisive questions to understand the real need behind the right need which in other words called as SALES STETHOSCOPE FOR DIAGNOSING THE REAL NEED.

DOCTORS ARE EXPERTS IN DIAGNOSIS. THEY ASK VERY PRECISE INCISIVE QUESTIONS TO UNDERSTAND THE REAL PROBLEM LIKE A SALES PERSON WHO ASKS IQUESTIONS TO UNDERSTAND THE REAL NEED.

SO WE CAN CALL OURSELVES AS DOCTOR IN SALES - DIS - ENJOY.