I love finding and sharing lessons from business situations, so I have to write about a sales experience that I had recently. After years of avoidance, I finally was ready to buy a high-tech, state-of-the-art big screen TV. I did the cursory product research online so I was ready to hit the stores and make a decision.
The first stop was a very large national electronics chain that will remain nameless. I walked into the TV department past 4 salespeople and looked at the wide assortment of products. After 30 minutes of looking I had not been approached by a salesperson, so I walked up to the 4 who were goofing off and stood there. No greeting. No offer to help. No sale. I walked out of the store and took my hard-earned wad of cash down the street just like many others have done, if you read the business pages.
Next stop was a local business that proved that they were interested in my business from the first moment. I met at the front door, a really good salesperson who answered all of my questions. I bought a more fully featured and higher priced TV than I wanted originally, bought almost all of the add-on recommendations from the salesman, got next day delivery, installation, a price guarantee, and I feel great about the experience and the value of the transaction.
So is this about the big chain vs. the small business. No not at all! This is about focus, execution, leadership, and a bunch of other success factors where one excelled and the other failed. In this case, size doesn’t matter.
Company executives pay me very well to help them get clarity and then better results, so here are a few free observations and challenges for you leaders that are reading this story:
If a light bulb went on, do something tomorrow to make a difference in your business and your future.
Coach Dave
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