Big buying decisions can be made on seemingly minor issues

A friend of mine sells voice recording systems for emergency 911 centers. One “minor” difference between his system and those of competitors is that his system has been approved by Underwriters Laboratories. For years, my friend and his fellow salespeople made nothing of this differentiator. Then one diligent salesperson was carefully studying her prospect’s cost components, and discovered that installation of a product that was U. L. approved would qualify a 911 center for a significant reduction in insurance premiums. This translated into a huge cost savings for the customer – and a nice commission for the salesperson. The point is – don’t overlook anything! Differences that may seem minor to you could be of significant importance to your customer.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.