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Casual Articles - Marketing Rant - An Order Taker Is NOT A Salesperson
Every business works within the context of core beliefs. We have developed beliefs about people (entrepreneurs) that define how we work with our clients. We consider them to be guiding principles that, if applied, will improve the quality of your business plan as well as the quality of your relationships with others. We share them with you in this article in the hope th
I don't know what I can do with it
The Order Taker
The order taker might be able to tell you how much something costs, or how long it will take to deliver it -- if you can find her, get her off the cell phone and get her attention. But order takers shrug their shoulders to the first set of false reasons. And they don't have answers or the willingness to find the answers to the second set of real
Although it has been talked about again and again in business circles, the 80/20 rule never ceases to amaze me. You may be amazed too. If you're not up to speed on the 80/20 Rule yet, read on. You may also know it as the ‘Pareto Principle' after Vilfredo Pareto who made the interesting discovery that people seemed to split into the top 20% ‘movers and shakers' (both moneta
In the olden days, when I was a kid, stores hired people to help customers. They actually listened and tried to help. They would find items for you and help you figure out what was good or bad about products and give you ideas about using new things in new ways. These people were called salespeople.
Now I know that's confusing because a lot of stores today call the teenager behind the counter (preoccupied with texting his friends) a salesperson -- if he can manage to push the right icon on the cash register and process your credit card, that is today's qualification for salesperson of the month. Sometimes he'll even point to the part of the store where you might find what you're looking for.
The idea is that salespeople cost the store too much and that customers don't like being sold. That's kinda true. People don't like being "sold." And businesses lose money when customers are unhappy or sold things they don't really want. A "salesperson" who tries to force something on you is probably worse then trekking through stores or doing your own research.
But a "real" salesperson should be an asset to any kind of business. A real salesperson is an aide to the process of purchasing. His job is as much to help the customer find a solution and make a decision as it is to help his company sell a product. Sure he wants to make the sale. But a good salesperson brings the right product to the right prospect and then facilitates a merger of the two.
The reasons people don't buy DO NOT include:
It costs too much
It's the wrong time of year
I already have something that does that
Interest rates are too high
The REAL reasons people don't buy DO include:
I don't see how it solves my problem
I don't understand why I need it
I don't understand why it costs so much
I don't know what I can do with it
The Order Taker
The order taker might be able to tell you how much something costs, or how long it will take to deliver it -- if you can find her, get her off the cell phone and get her attention. But order takers shrug their shoulders to the first set of false reasons. And they don't have answers or the willingness to find the answers to the second set of real<
Have you started setting goals for the New Year yet? It’s a busy time with the holidays, and it’s hard to think about making time in your schedule for one more thing. But, it’s important to take time to plan for success.Planning your year ahead of time gives you an idea of how much work you’ll need to do weekly, and it can show you where deadlines might cross, and
The idea is that salespeople cost the store too much and that customers don't like being sold. That's kinda true. People don't like being "sold." And businesses lose money when customers are unhappy or sold things they don't really want. A "salesperson" who tries to force something on you is probably worse then trekking through stores or doing your own research.
But a "real" salesperson should be an asset to any kind of business. A real salesperson is an aide to the process of purchasing. His job is as much to help the customer find a solution and make a decision as it is to help his company sell a product. Sure he wants to make the sale. But a good salesperson brings the right product to the right prospect and then facilitates a merger of the two.
The reasons people don't buy DO NOT include:
It costs too much
It's the wrong time of year
I already have something that does that
Interest rates are too high
The REAL reasons people don't buy DO include:
I don't see how it solves my problem
I don't understand why I need it
I don't understand why it costs so much
I don't know what I can do with it
The Order Taker
The order taker might be able to tell you how much something costs, or how long it will take to deliver it -- if you can find her, get her off the cell phone and get her attention. But order takers shrug their shoulders to the first set of false reasons. And they don't have answers or the willingness to find the answers to the second set of real
When you are starting your own business, one of the first pieces of advice you will hear is that you need to develop a business plan. A solid business plan is important because it keeps you on track toward your business goals as you make day-to-day decisions about the operation of your business. You probably already have a business plan in place, or you are in the process
But a "real" salesperson should be an asset to any kind of business. A real salesperson is an aide to the process of purchasing. His job is as much to help the customer find a solution and make a decision as it is to help his company sell a product. Sure he wants to make the sale. But a good salesperson brings the right product to the right prospect and then facilitates a merger of the two.
The reasons people don't buy DO NOT include:
It costs too much
It's the wrong time of year
I already have something that does that
Interest rates are too high
The REAL reasons people don't buy DO include:
I don't see how it solves my problem
I don't understand why I need it
I don't understand why it costs so much
I don't know what I can do with it
The Order Taker
The order taker might be able to tell you how much something costs, or how long it will take to deliver it -- if you can find her, get her off the cell phone and get her attention. But order takers shrug their shoulders to the first set of false reasons. And they don't have answers or the willingness to find the answers to the second set of real
How do you get everyone on board the change train that is gaining speed and heading out of the station? How do you get your people to, not only go through the motions, but also actually “buy into” the changes that are necessary? People’s resistance to change is not entirely irrational; it stems from good and understandable concerns. Here are the six most common reasons p
The reasons people don't buy DO NOT include:
It costs too much
It's the wrong time of year
I already have something that does that
Interest rates are too high
The REAL reasons people don't buy DO include:
I don't see how it solves my problem
I don't understand why I need it
I don't understand why it costs so much
I don't know what I can do with it
The Order Taker
The order taker might be able to tell you how much something costs, or how long it will take to deliver it -- if you can find her, get her off the cell phone and get her attention. But order takers shrug their shoulders to the first set of false reasons. And they don't have answers or the willingness to find the answers to the second set of real
With the warm breeze of summer wind a numerous number of high school graduates gets ready to enter the university. This is the moment they’ve been waiting for all their lives and now time to choose one career out of the hundreds has come. First of all you are to decide what are you interested in, what skills or abilities you have and what your aim in life is. It is also ti
I don't know what I can do with it
The Order Taker
The order taker might be able to tell you how much something costs, or how long it will take to deliver it -- if you can find her, get her off the cell phone and get her attention. But order takers shrug their shoulders to the first set of false reasons. And they don't have answers or the willingness to find the answers to the second set of real reasons. They might be polite and helpful, or maybe not. But with an order taker, you're on your own. Find it yourself. Figure it out yourself. I'll be with you when my break is over.
The Salesperson
The salesperson -- I mean the real salesperson -- addresses the real reasons, helping buyers make a decision, and in doing so, eliminates the need to pressure or "sell" or deceive or trick people into buying. It is the order taker disguised as a salesperson that has given salespeople a bad rep. A good salesperson offers as much benefit to the buyer as he does to the seller.
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