Knowing when you can help someone is obviously important in a given scenario is important, but something else that is really important is knowing when there is not a good fit between buyer and seller. As a salesman, but more importantly as a Christian, it is important that you are honest with all prospective customers because it not only glorifies God, but it also helps build relationships with them as well. When assessing a scenario with a prospective client it is important to realize that sometimes YOU will be the one that has to turn away from the sale even though that sale would make you money. This is how trust is built with someone and just because you may not be able to help them now doesn’t mean that you will not be able to help them later, and if they need help in your area of expertise later down the road you will be at the top of their list because you were honest with them.
I have heard many stories from my dad, who is a financial planner who specializes in life insurance and retirement planning, about how he has turned people away because he did not offer the type of product they were looking for. Fast forward a few years, most of those people were now in a position where they needed help with something that my dad was able to help them with and he was the first person that they called.
It is very easy to get sidetracked on making a living and closing sales, especially when you are in a field where there is a definite knowledge gap between customer and seller, to talk someone into buying something that is not right for them. But as good and honest salespeople it is important to know when to turn away from a sale.
BoweryJE22
Good points. Knowing when to tell a customer when a transaction would not be best shows the customer the seller isn’t just looking out for themselves. They’re actually interested in providing a good product. For example, the insurance agency I work for has had reviews recommending our company even though we couldn’t help the customer. But because we were honest with them and got them connected with people who could help them out, they left a 5-star review for our company.
This is a great post. If you have to be walked on, or force a fit that does not exist to make a sale, you are not going to be creating the foundation of a good relationship. Be firm in your convictions of what you are selling, becuase if you are not confident, they will not be either.