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A Quick Way to Solve a Sales
Problem
by Dave Tester
Are you a problem solver
or a creator of more problems? I learned a
valuable lesson from my grandfather, Dave
Tester, in the early 1980's when the loader
tractor he loaned me wouldn't start. Trying to
prove to him that I could fix any problem, I
began to go to work on the tractor. First and
foremost, I started with points and spark plugs.
I even installed them myself. I also added a new
fuel filter. After that didn't work, I began the
process of overhauling the engine. Then my
Grandfather asked me simply, “Is the tractor out
of gas?" Come on--that's too easy I thought. I
had spent two full days working to prove my
worth by fixing this tractor from the ground up.
I reached under the front of the engine and
noticed the gas valve had an on/off switch. It
was turned to the off position. I flipped the
switch on and the tractor fired. That memory
brings about today's sales lesson.
Before you go in to meet
with a prospect or a current customer, make sure
you always ask, “What has worked for you in the
past?" So many times we are so eager to sell
a new product, we forget to check the basics of
our industry or our product and offer up a new
solution. But sometimes there is no need to
stray from the tried and true---like turning on
the gas. I had the same experience last weekend
in an effort to get a headlight repaired. The
auto technician overhauled the entire lighting
system: new wire connections, a new bulb and it
still would not work. I asked the question that
should have been checked first, "Did you make
sure the fuse wasn't bad?" The repair shop
wasn't trying to rip me off, they just forgot
one of the key basics of sales.
