Most companies claim to practice strong ethics and values in their business dealings, but do they really practice what they preach? When working with a customer that is totally dependent upon your company’s knowledge base and expertise, do you sell them only what they really need, or do you sell them as much as you can? It is easy to get carried away in recommending your products and start up-selling the higher margin add-ons, but if the customer doesn’t really need them, you are doing them a disservice and not really practicing good ethics.
In the long run, the companies that hold to their ethics and sell only what the customer truly needs, will find they have a strong, loyal and growing customer base. It doesn’t take a company long to figure out when they were sold a product or service that is truly not necessary to meet their needs. These customers will think twice before coming back for a second sale.
I’m proud to work for a company that lives the ethics we preach. I’ve often heard management ask a salesperson the question, “What is the best solution for this customer? Don’t over-sell them something they don’t need.” I guess that is why we have a strong customer base that repeatedly purchases from us for the past forty years.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment