Do You Follow a Process During Sales Appointments?
Sarah called me to ask for some business advice. She was struggling to make her business profitable and a friend
had recommended my coaching program. At the start of our conversation she told me how much she hates selling and being sold to.
Later on she told me about the experience she had when she took her dog to the vet for an infected paw.
“They were just amazing! They treated Lucy’s paw and identified the problem and then they went over her history and suggested that she was probably deficient in some key minerals which made her susceptible to these infections. They suggested I change her food and give her a supplement when I give her worm and tick medication.”
It turned out that Sarah had spent nearly $200 over and above the bill for the vet’s service and she had signed up for a dog-food subscription plan.
BUT… she never felt that she had been ‘sold’ to, all they did was offer a solution to a problem.
When I pointed out to Sarah that the vet had simply followed a clear process that helped Sarah get what she wanted (a healthy dog), and the vet surgery get what they wanted (product sales and ongoing income) she was shocked at how comfortable she felt with the process.
“Could I do that in my business?” she asked.