I received flattering feedback today from a person who I will not identify by name, lest he become a victim of my fan club.
"You certainly put ABC Corporation (name deleted) to shame (Kudos To You) - maybe they should take some lessons on website design and most importantly, how to run and manage their Retail Division.
Poor quality of workmanship, certain personnel in sales do not have a clue of product or how to sell. Worst run company I have dealt with and I would NEVER recommend them to families in need."
I hope my clients would talk better of me and my company and I believe most would recommend my company in a time of need.
Flattery, like criticism, should be accepted with caution, so I will not dwell on the kind remarks, except as a foundation to my point, do you and your employees know how to sell? Are you certain of this? Have you spent time educating yourself and your staff on how to sell your products?
I taught Salesmanship during the fall semester of 1980 for El Camino College in Torrance, California. Many years later, I would teach Marketing for one or more colleges and before my academic career was over, I had taught more than 10,000 people at 9 colleges and 4 universities. Though I have a degree in marketing and advanced coursework in the field, I would not claim to be an advanced expert in either subject.
I do know a few things about sales and marketing however that I have learned over a long career in business and education.
One thing is to listen to your customer or client. Really listen to your customer with the goal that you will understand the needs of your customer.
I also believe it is important to educate your customer as to a range of options that are available. If you are not an expert yourself on the options available, how will you ever educate your client?
The industry has been too focused on carving granite and inadequately focused on tell the life story. My opinion is based upon my observations in numerous cemeteries and conversations I have had with monument builders.
Price your products and sell the value, not the price.
Talk about the value and you will be engaged in non-price competition.
Focus on the price and you will be engaged in price competition.
Don't be afraid to ask for the order either!
Though I sometimes criticize monument builders as a group, I believe they are mostly decent, honorable and well-intentioned people. Sure, there are jerks in the lot, but that is just typical human behavior for every group of individuals. Basically, most monument builders desire to serve honorably, feed their families, help others and provide a quality service for their customers or clients.
If you are a monument builder, learn how to sell, and teach your employees too, and you will go farther!
Burton Fletcher
www.USAMonuments.com
Burton@USAMonuments.com
"You certainly put ABC Corporation (name deleted) to shame (Kudos To You) - maybe they should take some lessons on website design and most importantly, how to run and manage their Retail Division.
Poor quality of workmanship, certain personnel in sales do not have a clue of product or how to sell. Worst run company I have dealt with and I would NEVER recommend them to families in need."
I hope my clients would talk better of me and my company and I believe most would recommend my company in a time of need.
Flattery, like criticism, should be accepted with caution, so I will not dwell on the kind remarks, except as a foundation to my point, do you and your employees know how to sell? Are you certain of this? Have you spent time educating yourself and your staff on how to sell your products?
I taught Salesmanship during the fall semester of 1980 for El Camino College in Torrance, California. Many years later, I would teach Marketing for one or more colleges and before my academic career was over, I had taught more than 10,000 people at 9 colleges and 4 universities. Though I have a degree in marketing and advanced coursework in the field, I would not claim to be an advanced expert in either subject.
I do know a few things about sales and marketing however that I have learned over a long career in business and education.
One thing is to listen to your customer or client. Really listen to your customer with the goal that you will understand the needs of your customer.
I also believe it is important to educate your customer as to a range of options that are available. If you are not an expert yourself on the options available, how will you ever educate your client?
The industry has been too focused on carving granite and inadequately focused on tell the life story. My opinion is based upon my observations in numerous cemeteries and conversations I have had with monument builders.
Price your products and sell the value, not the price.
Talk about the value and you will be engaged in non-price competition.
Focus on the price and you will be engaged in price competition.
Don't be afraid to ask for the order either!
Though I sometimes criticize monument builders as a group, I believe they are mostly decent, honorable and well-intentioned people. Sure, there are jerks in the lot, but that is just typical human behavior for every group of individuals. Basically, most monument builders desire to serve honorably, feed their families, help others and provide a quality service for their customers or clients.
If you are a monument builder, learn how to sell, and teach your employees too, and you will go farther!
Burton Fletcher
www.USAMonuments.com
Burton@USAMonuments.com
PS: An excellent article on salesmanship was brought to my attention by a Yahoo member who uses the moniker "elberreton." Thank you Mr. Elberreton. http://www.coldspringgranite.com/pr/YBNews21.html
1 comment:
A very nice article provided to me by Yahoo compatriot, elberreton, follows:
http://www.coldspringgranite.com/pr/YBNews21.html
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