Just Start Pitching: The infallible Sales Pitch
At X-cite, when I didn’t find the ThinkPad the sales guy approached me with the question – “maybe I can help you find some other laptop; if you can only tell me your specifications, features and cost preferences”. I thought about it for a few seconds, and then I left the store.
At ‘House of Laptops’, when I didn’t find the ThinkPad the sales guy immediately started pitching me a new model from Toshiba. I have never bought a Toshiba laptop and there was very little likelihood that I would buy a Toshiba. However, the sales guy totally overwhelmed me with the features of the slick Toshiba model. It had the latest Core 2 Duo, and all the gizmos that you can ask for. It was 1.8kg and priced at Rs. 49,000, with some freebies. And it had spill proof keyboard.
The first guy’s approach was probably more scientific, in terms of collecting customer requirements and then providing the customer with a solution. However, the customer walked off. The second guy just started pitching, without understanding the customer's requirements. Obviously the second approach is much better, there are much more chances of selling a laptop with the second approach. I think there is learning in this.
What do you think?