Don't Sell, Consult!

June 12, 2006

By: Matt Michel

If your definition of selling involves blue suede shoes or Harold Hill from the Music Man, few would favor technicians selling. That’s not my definition of sales. My definition is more along the following lines:

    Acting as a consultant to a client by:
  • Informing the client of his or her options (and doing nothing is always an option)

  • Offering your expert judgment about the pros or cons of each, and…

  • If asked, offering your professional recommendation…

  • To assist the client in making the best selection for his or her particular circumstances.
This is consultating. It doesn’t really feel like sales. It feels like helping someone. It’s the same process you would follow with a friend. It feels right because it is right.

A good technician helps people make informed decisions. He doesn’t make the decisions for people. That would be a violation of trust.

Teach your technicians to consult with your customers. Your sales will increase without the need for selling.

Source: Comanche Marketing. Reprinted by permission.
Free subscriptions are available at:
-- click on the Comanche Marketing tab

Copyright © 2004 Matt Michel

This information is brought to you by the
PHCC Educational Foundation .

Visit the Facts & Stats Archive for Links to past articles.

Board of Governors
Industry Partners

Annual Giving Campaign
Thermometer $97,252 Raised

Matching Gifts Provided By:
Insinkerator | Ferguson