about a month ago, my wife told me: “Bob, I think we should have a pool.” Having been happily married to that woman over 41 years, I could read between the lines to see what she was saying. It would be something like that. “Bob, I want a pool. I want it now. A swimming pool will make me very happy and you know when I am very pleased that you are very happy. ”

So, being an intelligent man, I began my due diligence and learned all about the pools.

I quickly learned that most companies sell pools in our area does the training of their representatives. I called 11 different companies pool. I have found that 5 companies had enough faith in, they knew that their products and customer service, for their help in my house.

Lesson # 1: Make sure the person the customer talks on the phone is a good representative
for your business.

The seller first pool came with a booklet and a tape measure. I told him that if I wanted the pool and near the size I wanted. He measured and understood and told me the price, $ 57,000! I said: “What for?” He said, “The pool and spa. Tell me,” What spa? He said: “Everyone is a spa when they put in an inground pool.” I did not want to spa. He assumed that he was one of my desires, needs and problems.

And what was happening and with each vendor. I think each of them, except one, guess they knew what I wanted and what my problem (need, want) was. Because they told me what I needed. Well, he has been doing what they wanted to sell.

I tried repeatedly to explain that although I had a need (problem, you want) that would solve a swimming pool, the real person they need to meet the different possibilities it offers no is not me. Only one of the sellers, who obtained the sale, he understood and solved my problem (need and want). My problem (need, want) I needed was resolved: To make my wife happy.

Lesson # 2: Never assume you know what the client’s problems (needs and wants) are.

As I said, one vendor solved my problem (need, want). The latter, unlike the other listened when I told him that my wife always want this and my wife wants. He wrote each of his desires and needs and problems down and showed me how he would solve for it. This of course has solved my problem (need, want).

Lesson # 3: Listen to the customer.
Then he showed me how he would solve my wife’s needs and desires, he gave me the choice of solutions to choose from.

Lesson # 4: Give the customer choice of solutions to choose from. When you give a customer a choice of products and services to buy from you no longer will they buy from you or the competition. It becomes what choice will they buy from you.

My seller pool has not prevented the sale to me after leaving that evening. The next day he phoned to see if I had any questions. Two days later, I received a thank you note. And two days after I received an email list of tips on how to properly maintain a swimming pool.

Lesson # 5: Monitoring, tracking, monitoring –

aggressive
The night we signed the contract for construction to begin, I heard the magic words from my seller.

Lesson # 6: Use the magic words “Who do you know?”

Whenever I’m looking for my wife, I know I can find it at the pool. She is very happy and I have no problems (needs or desires). I am very happy.

6 Lessons about selling
Lesson # 1: Make sure the person the customer talks on the phone is a good representative for your company.

Lesson # 2: Never assume you know what the client’s problems (needs and wants) are.

Lesson # 3: Listen to the customer.

Lesson # 4: Give the customer choice of solutions to choose from.

Lesson # 5: Follow, follow, follow

Lesson # 6: Use the magic words “Who do you know”