Out of the Crisis.Org

[Louis Altazan]

While I never considered myself much of a salesman, it did not take long [in business] to learn I had to have sales. I have never been comfortable with most of the established sales techniques. Things like reading a client, overcoming objections, closing, etc. are very foreign to me. “Sales training” largely leaves me cold as I don’t feel comfortable with the techniques.

Instead I looked at the process I use when I buy things. Pretty quickly I realized there were distinct steps I used and maybe knowing this would help.

• [1.] Seeing a need
  
• [2.] Gathering information
  
• [3.] Weighing the options
  
• [4.] Deciding
  
• [5.] Buying

The only thing I now needed to use this method was a bit of listening. Either the client has seen a need [asking for a service] or has a problem [I need to point out the need.] This approach came very easy to me as a person with a technical background.

The vehicle is checked and I point out what I see as problems. If the client sees the same [1.] I can move to the next step of providing information [2] and evidence of how my service best meets their need [3.] If they did not realize the problem I need to show how resolving this issue is in the client’s best interest.

I find this too is generally easy, as long as I have the client’s best interest in mind. Many times this may involve advising the client to not take action at this time. This brings about two additional steps I feel are quite important. The process for me continues after buying to include:

• [6.] Evaluating the experience/purchase
  
• [7.] Adding or eliminating this provider as a future option

Many sales approaches I have seen seem to fail to consider these concepts. As a buyer, if I feel the transaction was not in my best interest, there will be no future sales opportunity for the supplier. If my experience was very positive I may in the future skip steps 2 through 4. Perhaps as a person interested in sales, realizing steps 6 and 7 may exist for many people is the most important consideration.

_________________
Louis Altazan
Owner/Manager AGCO Automotive Corporation
Baton Rouge, LA