Recommending Products vs. Selling Them
Some of the best sales people I have ever met, were able to meet
all of their sales goals without ever selling a thing. They
simply recommended their products to their customers.
They were able to do this because they spent years building
their book of business.
Whenever a current customer walked into their office, or called
them on the telephone, the sales person would recommend to them
a new product or promotion that they had going on at the time.
A few things come into play here. The sales person had built a
relationship with this customer over the years. A business
relationship, like all relationships, is built on trust. These
customers trusted the sales person, so they usually went with
what was recommended.
Another thing is, the sales person knew the customer