Engineering A Sale
This week's article is about using
creativity in creating a sale. Here's a short story about Dave and
how he engineered a sale that was beneficial to the prospect as well
as profitable to Dave's company.
Dave was a salesperson as well as an engineer who specialised in
creating playgrounds and structures for childrens' activities. One
day, a client had requested for Dave's company to create a
children's playground for a day care centre. Dave used his
creativity and looked beyond the design requirements of the
prospect. He went back to his prospect and proposed that instead of
creating the playground on normal grass & sand, it would be safer,
cleaner and more practical to use a soft rubber flooring. The
prospect liked the idea and agreed to create a colourful rubber
flooring.
Dave made the sale by creating an
opportunity to study a potential problem that hadn't existed in the
prospect's mind. He then created a solution to the need
by suggesting a solution for the safety of the children as well as
to increase the credibility of the day care as a safe haven. Dave's
mind was open to the possibilities and he used creative selling
techniques to create an opportunity.
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