brand not product
TRANSCRIPT
Brand Not Product
Contributed by Grant Stanley on February 20, 2015 in Strategy, Marketing, & Sales
One of my early roles was in a Call Centre
environment, but I still see the same culture
15+ years later!
We only received inbound calls, so invariably
people always had questions or problems they
needed solving. We were called ‘customer
service’ but, we were actually just a sales
team.
I was a fantastic salesman, rarely missing any
of my targets, even though other people would regularly exceed theirs. It wasn’t until after
I’d left that I realised I hadn’t actually been trying to sell the products, but rather the brand.
I read a story recently that reminded me of my time there; about a man who gets a flat tyre
as he’s desperately rushing to his daughter’s wedding. A passer-by stops to help him, but
instead of offering him the lift he desperately wants, offers him a tyre because that’s the
need he can easily see.
The point being that more thoughtful solutions are often of greater use to the customer.
And this is where sales people can fail. Not just in terms of achieving a sale, but also in the
way it can affect brand image.
When you gear up to achieve sales, not to make customers happy, you’ll inevitably send a lot
of people away unhappy. Even a great sales person will tell you that it’s a numbers game.
The ‘trick’ is to get rid of the non-sales calls as quickly as possible, so you can get onto
another call that might actually be a sale.
But this is the problem.
And the result, of course, is terrible customer service.
In the call centre, if it didn’t look like a call would result in a sale, some people would just
move the customer on any way they could think of – transferring them, hanging up, putting
them on mute and pretending the call had been disconnected, or just flat-out lying.
But these were the people with the best sales figures – because the less time they spent
talking to the non-buyers, the more time they could spend talking to other prospects. And
because they were the best sellers, their managers turned a blind eye to the terrible
customer service.
This is the type of customer service that sales targets and commission-based pay scales
breed. Everything is set up for the immediate short term, with little to no importance placed
on building relationships.
I was always of the opinion that it didn’t matter whether or not I made a sale, as long as the
customer went away thinking positively about the brand and would choose to come back to
us when they did decide to make a purchase.
My mantra has always been: “selling is about helping people find an answer.”
Yes, you want your product to be the answer they’re looking for. But if it isn’t and you can’t
sell them something tangible, help them find the answer and sell them your brand instead.
About Grant Stanley
Grant Stanley is an experienced Sales & Marketing Leader with over 15 years coaching, training, and
developing New and Existing Business. With experience in IT, Telecom, Capital Equipment, and FMCG,
Grant shares his business experiences and expertise on his blog, CSM Consultants (Inspiring & Enabling
Change) . You can also connect with Grant Stanley on LinkedIn here .
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