Innovation Design - Products - Who Are You Dealing With?

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Who are you
dealing with?

Brand Definition

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How did Apple
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WHO ARE YOU DEALING WITH??

Salesperson Vs. Consultant: The High Road to Credibility,
The full definition is available above but we will summarise for the purpose of this article.

"A salesperson will do what must be done to get the order".

"A consultant assesses the situation of a client and compiles a plan to provide the best recommendation for the client to produce a tangible impact.

Just look at some of the titles on business cards you have received:

Sales Executive
Accounts Executive
Key Accounts manager
Sales Consultant
Sales Technician

How many of these representatives actually know anything about the product they are selling? There are individuals from sales people to directors who do not actually know much about what they sell.

There are companies that make millions but generally to the detriment of their client. Reps make target every month even though they loose the customers the next month.

Now whilst we are all in business for the money there is a defining line between those who are in it only for the money and those who are in it for the love for their business.

The first chapter of Raymond Ackermans book " A Sprat to Catch a Mackerel" is titled "Passion, the most vital ingredient"

Raymond Ackerman was fired because he had PASSION. That's what made him pioneer his own empire.
The chances that the sales person coming to see you is passionate about what they do is rather remote. They will tell you they have passion but in actual fact they have a passion for coming to work, driving a nice car, going for pub lunches and earning commission at the end of the month. They actually don't give a continental about your company and whether the product they supplied was the correct one.

There are literally thousand of musicians on the market who are only there for the money and fame. We only have to listen to some of the material on the media to establish this. Then you get the real passionate musicians. These musicians usually have a sensible message combined with a genre that compliments the mood of the song. This leaves the listener remembering the artist and generally listening again. These artists usually stand the test of time if they are not consumed by fame and drugs. These musicians have a passion for making a difference in the listeners life whilst using music as their tool. Others don't care about the message or sound as long as they are making money. It is these musicians that target radio play because it sells.

A certain vacuum cleaning companies marketing strategy is to call you up and tell you they are doing a free cleaning demo in the area. Now my entire house is tiles with the odd rug here and there. The sales person did not even take the time to ask what percentage of my dwelling was carpet. They simply made an appointment. To top it all when the technician arrived he still tried to sell me a R 14k vacuum cleaner to pick up dust off my floor whilst still having to mop it afterwards!

The most common scenario today is a well dressed rep arriving to sell you branding. The chances are this rep sold houses before and does not know what pixalation means.

Large corporations lose millions ordering from a "Wolf in Sheeps Clothing". Companies lose clients because they are sold by the rep and not sold the correct product.

Innovation Design's philosophy and objective is "Solution Finding" and "problem solving". Our range of products are the tools we use to achieve that objective.

Make sure your buyers are trained to identify if the REP is qualified to sell to you. Product knowledge is only one aspect of the requirements. How many times have you received that phone call after hours by a call center rep trying to sell you a product without identifying your needs. Thats because they don't care about whether you need the product or not. They only care about the sale.

Don't be caught!

Invest in a couple of hours that will save you thousands if not millions.

This service includes A FREE FULL COLOUR DIGITALLY PRINTED PULLUP-BANNER WORTH R 750.00

SEE HOW IT WORKS!!

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