What If
What if you had the best location in your city?
What if you carried every product available in every category of merchandise that you sell?
What if the customers all thought you had the best prices?
What if you always had the right size?
What if you always had the right color?
What if none of your customers ever wanted to negotiate?
What if none of your customers ever wanted to "think about it"?
What if your customers even went as far as to add-on to themselves?
What if you never had a customer return something because it broke?
What if every customer wanted on your personal trade mailing list?
What if every customer wanted you to call them when you had a special event going on?
What if every customer considered you to be their friend in the business?
What if everyone wanted the merchandise that you sell?
What if liquidating dated merchandise was never an issue?
What if every advertisement you placed brought in more people than you could possibly handle?
What if every customer wanted to buy your products for the exact same reason you liked to sell them?
What if every feature and benefit you presented to your customer was acknowledged with excitement from your customer?
What if every customer just said "yes" every time you asked them to buy something?
What if all these things were absolutely true in your sales organization? If these things were the case then you would probably be working in a grocery store and not need any sales, product knowledge, or customer service training? It's great to fantasize every now and then isn't it?
FINAO -
Brad Huisken is President, IAS Training and has been in sales since 1971. Since that time he has been directly involved in all aspects of Sales and Sales Management. His experience and knowledge have enabled him to author the book I'm a Salesman! Not a Ph.D. In addition he has developed several sales and sales management seminars for his company, IAS Training, and authors a weekly newsletter, "Sales Insight."
