What do you do?
December 24th, 2018 | admin

By RUDY SHUKRI


Like everyone else, Sales and Service employees are asked: “What do you do?” The typical response is: “I am a Sales consultant / service / parts advisor at company XYZ; I sell cars / I sell parts and repairs.”
 
Now, with the perception on sales and service being “someone taking my money”, this reply is a big turn off.
 

Most of the time, professionals think it is about the value they offer, and not actual sales, and they are right; however, what gives value to the sales profession from a first impression?

 

From a buyer’s perspective, and we are all buyers, when we buy something, we buy something for it’s emotional and/or economic value, in other words, we need it, or we want it. A need is a must have, and a want is a nice to have.
 
For example, I want a genuine Italian pizza for dinner, but actually, what I need is some sort of nutrition.
 
But what are the things that I actually got – from a need and want perspective?
 
From a “need” perspective, the pizza has dough, tomato, cheese, vegetables, and whatever style I chose, and all those are nutrients that my body needs to survive. So, my motive to eat the pizza is survival.
 
From a “want” perspective, Italy makes the best pizzas, the dough of the Italian pizza is special, it has a thin crest, Italian cheese, and basil, to bring all the flavor out when cooked in a special oven, and that makes my taste buds explode. My motive here is emotions.

 

Taking this example forward, what do we buy a car, a part, or do a service for?
 
“I like the design”, “I like the power”, “I like the comfort”, “I like the options” are all replies that come without thinking. But in reality, they link to more specific buying motives* such as: performance, reliability, economy, image, comfort, convenience, safety, security, and enjoyment. (*People are different and hence the level of importance of each buying motive differ from one person to another.)

 

So in fact, when a person buys a car, they did not just buy “a car”. Taking one type of customer as an example, they buy the convenience of transportation in a safe, comfortable, beautiful car that is reliable and economical.

 

The next time someone asks you what you do, what will your answer be?

OUR RECENT ARTICLES
Customer Complaints & the Purchasing Experience
December 2nd, 2020 | admin

By RUDY SHUKRI I met a Tesla buyer the other day and I asked about the purchase experience, the car itself, and the service. He was very happy with it and was impressed with the handover. I asked about all the complaints that....

Read More
Why not: Product Specialists
November 22nd, 2020 | admin

A while back I did a small research related to trust and job title. “Who would you choose to do business with”. The results came in as follows: Sales Advisor/Consultant 36% Sales Executive/representative 8% Product Specialist 47% Sales Engineer 8%   The title....

Read More
Virtual Selling: Series 1
August 8th, 2020 | admin

The Customer Journey In the New Era It is no secret that selling has been changing for a few years. The recent COVID-19 pandemic has accelerated the change tremendously.  The ever-growing expectations of the customers, as well as the health and safety measures....

Read More
What do you do?
December 24th, 2018 | admin

By RUDY SHUKRI Like everyone else, Sales and Service employees are asked: “What do you do?” The typical response is: “I am a Sales consultant / service / parts advisor at company XYZ; I sell cars / I sell parts and repairs.”  ....

Read More
CDX Learning and Tiqani Management Consultancy
November 27th, 2018 | admin

Tiqani is pleased to showcase its official representation of CDX Learning. From a broad spectrum of fields, more specifically vocational and trade, CDX Learning is an interactive online learning and testing platform that was designed to meet the needs of the learners, instructors....

Read More
What and How, but Why?
October 23rd, 2018 | admin

By RUDY SHUKRI   Working around the region for the past 20 years has taught me to always be sure to know what to do, and how to do it. All my aspirations were to always learn more by using the what and....

Read More
Certified by Marshall Goldsmith Stakeholder Centered Coaching
September 10th, 2018 | admin

Tiqani is proud to announce that 2 of its members, Rudy Shukri & Khaled Alwassia, have recently been certified by Marshall Goldsmith Stakeholder Centered Coaching This is an important milestone in the continuing growth and success of our training organization. This certification shows....

Read More