This topic involved being a good perspective taker and tapping into your empathy side. The reason this stood out to me is because this was something I used in product demonstrations for Cutco. Whenever I would meet with someone who cooks a lot, I would pay attention to what cutlery was in their kitchen and point out the old looking knife set or block on the counter top and keep that in mind. It is pretty common when talking to avid cooks about kitchen ware and about how Cutco’s products solved problems that they have experienced, they mention something along the lines of “oh I hate when that happens to old stuff”. I ask them to show me what they mean and often times I am presented with a dull or damaged knife. This is where I bring up the story of my own personal experience with the product. When my dad moved out of my grandparent’s house, my grandma gave him a Cutco knife because he had no silverware. That knife has only been re-tipped and re-sharpened one time in over 30 years and that very knife sits in my parent’s silverware drawer as we speak. They would usually then tell me a story about how they had a knife malfunction after a very short period of time and were unable to fix it due to how cheap it was. I recommend the same style knife my dad owns and they get one every single time. It was all about using your perception of the kitchen and the customer’s situation. If it was apparent if they were more wealthy and could afford to replace whole knives after a few years, this example did not nearly mean as much to them as people who appreciated a good long lasting product.
By Jack Henne
BoweryJE22 3 thoughts on “Perception is key”
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I think that talking about being empathetic is amazing. Empathy is one of the best ways that people can connect with one another. Tapping into empathy is a phenomenal way in which to connect to the customers, bring back your past issues that can relate to theirs and almost being able to complain about similar things. This can lead directly into what you did to fix the agitation that you both are talking about and intern suggest this to them, sale made.
It’s cool to hear about how you used your ability to empathize and take the customer’s perspective to effectively sell Cutco knives. By paying attention to the customer’s situation and needs, you were able to present Cutco as a solution to problems they may not have even realized they had. This approach is a great example of how important it is to understand the customer and their needs in order to make a successful sale. Overall, this post highlights the power of empathy and perspective-taking in sales and marketing.
It’s clear that as a Cutco salesperson, you were able to effectively tap into your empathy and perspective-taking abilities to understand your customer’s needs and tailor your pitch accordingly. By paying attention to the state of their current kitchenware and asking questions about their experiences, you were able to highlight the value of Cutco’s durable and long-lasting products.
Your personal experience with Cutco’s knife also helped to build credibility and trust with your customers. By sharing a story that showed how well the product had held up over time, you were able to demonstrate that Cutco’s products were worth the investment and could provide lasting value.
Overall, your approach shows the importance of truly understanding your customer’s needs and using empathy to connect with them on a deeper level. By doing so, you were able to build strong relationships with your customers and effectively sell a product that met their unique needs and preferences.