Daniel Tardy: License To Sell

Salespeople should think like mechanics

Posted in Selling by elephanthunters on September 25, 2009

Mechanic

  • My mechanic, Rodney, has been looking at a few things on my car this week.  Rodney is a great mechanic and can fix almost anything on my car, but he runs computer tests to see whats wrong with it before he picks up a single wrench.  He listens to the need and then fixes what’s broken.
  • It’s easy as a salesperson to start replacing parts, tuning, greasing and completely rebuilding the entire car for our prospect without listening to their needs first. While your product or service may have all the answers, your prospect may not have all the problems.
  • Positioning your product or service as a solution to their needs is the best way to serve them.

Summary: Don’t try to sell them a new transmission when all they need is an oil change.

*(this all kind of presumes that your mechanic is the honest straight forward type)

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One Response

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  1. Dale Suslick said, on October 28, 2009 at 3:41 am

    This is insightful x101 and a excellent reminder …feel free to send me the link to this post daily!!!


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