العربية
Français
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:
The title Product Specialist was a clear preference.
When people go out to buy something, a need or a want, they go armed to the teeth knowing that the salesperson is going to try his best to sell them something (understandable). They always have the perception that salespeople are all thieves (also understandable).
The salespeople must reach a target, the economy is very volatile, their livelihood depends on the numbers they make. So, they are forced to hide the truth sometimes and some other times, lie.
Can we blame them? No! When they are depending on the numbers, no we can’t.
Here is where I think it does. When salespeople introduce themselves as sales consultants, advisors, representatives, or whatever, they already started wrong; the word “Sales”.
That word brings the worst in buyers. “He is a salesperson, of course, he is going to lie to me.”, they say.
The way I recommend starting right is to change the business model to having Product Specialists and Finance Specialists and remove the sales and cashier titles (cashiers, don’t hate me)
The Product Specialists would be the matchmakers, they match the needs and wants of the buyer to the products being sold. Then the Finance Specialists deal with the money, they could be as well Business Managers.
No more word “Sales”, so the buyers start by lowering their defenses and engage in the exploratory conversation that leads to getting what they want.
“Money aside, is this the right product for you?”
Customer experience would have the chance to become the main focus.
The usual price negotiation won’t be in the hands of the Product Specialist, rather in the hands of the Finance Specialist or the Business Manager who can easily turn the negotiation into a payment solution depending on the buyer’s finances if they were well trained.
Figures based incentives: how do we pay the Product Specialists if they did a good job, but the Finance Specialist or Business Manager was not able to reach a solution.
What do you think? What advantages or disadvantages do you think we have?
—
Stay in touch with Tiqani Inc. on LinkedIn to read the latest posts on talent development.
We are very excited to announce that Tiqani Inc. and NPTC Group of Colleges have signed a Memorandum of Understanding to collaborate and work together to develop a skilled workforce, maximizing potential to help businesses work more effectively and efficiently. The College is....
This year has been a challenge for most of us especially working from home. I am sure many of you felt the level of productivity you are at. For me, it was NOT acceptable. A while back I asked the LinkedIn community....
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....
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....
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....
Introduction – Pre Virtual Classroom Training Having had my fair share of face-to-face sessions for more than 21 years, I reached a stage where I just needed to read whatever material I was given and, within 2 hours, I would be ready to....
As a talent development establishment, we always thrive to support automotive professionals as well as enthusiasts to quench their thirst for more learning and more information. This partnership adds another milestone in Tiqani’s mission to Inspire, Engage, and Empower. The new outlook to....
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.” ....
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....
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....