What Makes a Good Salesman; Client Perspective, a Value Proposition
Scott Robins
Veterinary Equipment Sales Disruptor | Veterinary Market Consultant | Elevating Patient Care with Leading Technology
I had the opportunity to have coffee earlier today with a research scientist friend of mine. Our conversation drifted to the subject of what factors motivate him to make a buying decision.
There is a recurring theme here. One of the first things he told me is that he does not always buy based on best price. He is looking for value in the relationship. " I have a great rep that really goes out of his way for me", he told me. He shared a story with me about an item in his lab that he had a problem with. The item just went out of warranty by one day. He thought he was going to be stuck. He spoke to his rep about the situation. The rep sent an email on his behalf to the manufacture and explained that my friend was a very valued customer. Before he knew it, the manufacturer replaced the item for my research friend at no cost to him. Because the rep went beyond expectation, he earned more business from my friend's company. He told me he had placed an additional order with him for a product that he knew was available at a better price elsewhere but bought them from this rep because the rep had his back.
As the conversation continued, my friend told me that he does not want to do business with an order taker. His vendors should be a true partner to him. The vendors have the ability to be solution providers. They need to listen to his needs and review their discussions with him so everyone walks away with his needs clearly identified. " I hate when they have to call on me two or three times before they get it right".
So what have we learned from this? Create value in your customer relationships. In today's world, we need to go beyond just meeting client expectations. We need to show our clients they are valued.
WHO AM I…
VP, Sales… National Sales Manager… Driving multi-million dollar sales to manufacturing organizations in Animal Health, Capital Equipment, Animal Housing, and Laboratory Animal Medicine.
For more information: Scott Robins (847)204-8932
Principal / Healthcare & Hospitality Manufacturer's Representative
9 年Some might call it "old school", but this approach has stood the test of time. Well said, Bob Forte.
Board member Clive Community Foundation and Clive Board of Adjustment
9 年A strong relationship based on trust will provide a better long term benefit than the "deal of the day" type of approach used by many "salespeople." Value is built by both parties taking the time to ask questions, get answers, and move forward as a team, not just seller and buyer.
Co-Founder of Laboratory Equipment Services, LLC - Pipette and analytical balance calibration
9 年I agree with you.