(Continuing from episode 1)
Q. While pursuing profits in a business, we inevitably face situations where we would be running at a loss. I wonder if we still have to sell in these circumstances with a purpose to value the relationship with our clients.
A. Are you not going to sell if you are at a loss?
It becomes your experiences despite its small loss, and this will be a steppingstone for the improved sales performance in your future.
For successful entrepreneurs or for those involved in high-end sales, you should proceed with such deals as long as it does not hit you hard financially. It becomes your experiences despite its small loss, and this will be a steppingstone for the improved sales performance in your future. This merit is also reflected in the price. However, if you turned down deals due to some potential loss, you would have poor sales performance and feel less confident on your next sales. Such negative things would come after you.
Sometimes, you have to buy the relationship in need. And such things are required while running a sales promotion.
If you previously had successful deals with a considerable profit margin and later find a particular client whom you think would be worth giving a better price though you may lose a bit, you should go ahead and make the deal even if at your own expense. This will set you apart from other businessmen.
For instance, if you know an assistant manager at a bank or an executive at a recognized financial institution who askes you to use their bank loan, you accept their request and open up a loan account. Why would you sign up for something you wouldn’t need? By paying some interests using their loan, you get a chance to get close to that person. Sometimes, you have to buy the relationship in need. And such things are required while running a sales promotion.
It’s about thinking greater than simply calculating profit and loss.
Though you have a good profit margin in typical sales, there are times you need to make deals despite some losses. This is a part of your strategy and your know-how. It’s about thinking greater than simply calculating profit and loss. In such cases, even at your own expense, you say, “I will take care of this for you.” If so, would the person behave the same next time? No. This strategy is considered superior. Do you understand?
Q. When the car is sold and out for delivery, there are times that we get lots of complaint. For example, there could be vehicle defects or something else wrong that clients complain too much about even though we consider it to be little-to-no problem. In such cases, when we look back at its entire process thoroughly, there were no major flaws found in our perspective. Yet, at times, clients react vigorously with serious complains. Also, these types of incidents did not come single. How are we supposed to study and behave in such circumstance?
A. You are at the stage of meeting such people. Not everyone falls in that category. In other words, when you first work as a salesperson, you won’t hear many complaints. Think about it carefully. When you were just hired, people hardly complaint to you. But as you become more experienced, you will encounter one. It is putting you to the test.
When you’re getting lots of complaints, it means that you are at the stage of meeting such people.
Another possibility is that since day one, everyone has been treating you well and you are growing without being disciplined. Accordingly, as these bad habits slowly accumulate, you will start hearing a complaint at some point. This is your chance to question yourself whether you have been putting an effort into improving yourself while being treated well or you’ve been just enjoying all the perks, taking things for granted thanks to others’ generosity. In the latter case, you will encounter a strange customer who will act weird. And he will also complain.
When you are growing without being disciplined and taking things for granted, you will encounter a stranger customer who will act weird.
In some cases, your colleague hears complaints frequently instead of you. Therefore, looking at it, you should question, “What is this about?” and improve yourself. However, if you do not put any effort into studying and simply ignore what you see, you will face such customers after given a few chances to study.
Hearing a complaint is not coming from something else but from not treating other people properly.
Therefore, hearing a complaint itself is not coming from something else but from not treating other people properly. If the other person feels a little annoyed they will complain about every little thing. But if they feel great, they will be very easy going. It all depends on whether you treat the other person well or you merely try to sell a product.
Let’s suppose you simply sold a vehicle to your customer when they were not in the mood. And imagine that they find something they did not like. They will begin to complain about everything. From that point on, you will be frustrated.
If you only focus on selling products, you will never understand why your customer complain.
A customer can point things out whereas you as a salesperson will tell a different story to deny those things due to your different perspective – focusing on selling products. Here comes the conflict of interest. People have different points of view based on where they stand. That’s why we sign contracts carefully after reviewing all the details so we can protect ourselves when it comes down to legal issues.
Such little things that have been neglected or done improperly accumulated gradually and become significant enough to put you to the test. In that case, you will have to respond accordingly.
If you set the person’s mind at ease, there will be no complaint. Otherwise, you will hear lots of them. They are venting their troubles from other places by complaining to you. And you become the target.
When it comes to sales, you should prioritize valuing the relationship over the idea of selling more products.
When it comes to sales, you should prioritize having the thoughts of meeting people and valuing the relationship over the idea of selling more products. This way, if you treat your customers well, the sales performance gets better accordingly.
Therefore, we are here in society in order to study. And as you are studying, you will be given certain conditions. Having a chance to get close to others is a big advantage for you.
In fact, you are at a significant loss if you managed to sell a large number of vehicles but have had no one close to you for the past 10 years in the business. You should have had lots of people close to you. You should’ve built credits from your senior colleagues and others, and developed a relationship with them.
How much do you think you would’ve earned from selling all those cars for the past 10 years? If you focused on the relationship with many others, in terms of potential growth in revenue, the sky is your limit. This is why you should gain the trust of others and build the relationship with them.
Once you finish the studies, you will meet new people with certain conditions.
And the profits you make in business are to be considered your necessary budget for self-improvement and studies. Once you finish the studies, you will meet new people with certain conditions. By that time, you will have better judgment and you can seize the opportunity to run a bigger business while doing your current job.
Working in sales, you will get to know many different groups of people. Maintaining the close relationship, you can benefit many others by helping them network with one another. (Yes, I understand)
(To be continued on episode 3)