A few months ago the company I work for organized a selection in order to employ a person to work in the sales department. The idea was to get a young person, even if it has not so much experience. Sometimes you have to think who will replace in the future the old boys who are professionals, but you know ... the retirement is knocking on their doors.
It has been a kind of contest. Lot of theory, but also some practical issues. One of the points was to formulate a negative answer to a request for quotation. No big deal you'll say, isn't it? Please be patient.
All the answers were something like "Thank you for your inquiry, but unfortunately we do not produce such products." All the answers were the same except one.
It was of a young lady who was in a rush because she was in a kind of extended lunch break and she had to return to her job. Let's see her answer:
"Thank you very much for your inquiry. For the time being the equipment producing the requested product is scheduled for the annual overhaul. We do regret we are not able for the
moment to satisfy your request.
HOWEVER ...
we still produce at our usual high standards this similar product ...
Should this product meet your requirements, please do not hesitate to contact us".
Brilliant idea if you take into account the fact that it came from a person without any experience in the sales!
You got it? If someone is about to OPEN ITS WALLET, even if various reasons stop you to offer exactly the requested product,
DON'T PUSH your PROSPECTIVE BUYER to CLOSE its WALLET!
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