Sell What the Customer Needs

A sales manager was deciding which of two salespeople to recruit. Passing over a ball point pen, he said, “Sell me one of these.” The first salesperson took the pen, examined it and said, “This is a very good pen. You will note the transparent barrel which indicates the color of the ink as well as showing when it is about to run out. There is a stopper at the end to prevent the ink seeping out. The top fits well on the pen and covers the nib so that you can clip it in your inside pocket without fearing ink will stain your shirt. When you remove the top, it fits neatly on the other end so ensuring that you do not lose it. It also balances the pen well for writing.”

The sales manager was impressed and passed the pen to the second salesperson. He took it, snapped it in half and said, “You need a new pen.”

Source: Ken Langdon | TheWorkingManager

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1 Comment

  1. Sell what customer needs, but develop what customer wants. Because customer wants are unlimited. So, we have to try for satisfying their wants through our artificial products.

    This is a nice article. I think such type of articles have a greater impact on business society,

    Thank You

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