Selling – Don’t Underestimate Credibility and Expediency.
One of our existing accounts was moving to a new location and wanted advice and quotes on upgrades and/or new products. Nice. In an effort to build the right solution I asked one of our technicians to be on a call to clarify the client’s needs/usage. On the call the technician instantly starts telling them what they need. Not asking… but telling them what they need. No sales strategy or care for my previous conversations or budgets discussed. In fact, most of the products this technician was selling were way over what I had thought they could afford and would have never proposed. I am now very uncomfortable with the conversation and am starting to wish I hadn’t invited the technician. What happened next was such a surprise however. The customer agrees with the technician and asks to get a contract sent over. What?
