In today’s fast-paced business it seems like service and support are overlooked for the best price. We thought we would share a story from one of our team members. He was raised on a family farm where discipline, commitment, community and family were a way of life. These life lessons did not come easy especially as a teenager so if you have ever worked on a farm summer is a busy time.

His dad was one of the few full-time dairy farmers left therefore mosts of remaining farms where either beef farms or cash crop farms .His uncle had beef cattle so they worked out during the day. Every summer they would cut, rake, bale the hay then load the bales on 6 wagons. They would bring in over a thousand hay bales per day , if you had a choose between working in a hay field or going to the beach it was a simple choice or was it?? One day he was sooo sick of working in the hay fields he finally barked out at his dad why are we doing uncle Joe’s hay every year when it’s not our farm. His father looked at him and replied:

He is my brother and your uncle!!

Deep down he knew his dad was right.

The next week they had 6 full wagons full hay which needed loaded into the barn.  as a storm was on its way. They started loading the hay into the barn when 6 cars came into the driveway. His cousins and neighbours jumped out of the cars and rushed over to help load the hay into the barn. Once they were done he looked at his my dad and he just smiled, he knew our neighbours would be there when we needed them.

This takes us to today’s topic.

Salesperson or Consultant

Over the years we have seen dealers and sales reps come and go. The best ones take a consultant approach where they work with their customers to identify their pain then provide a solution. How do you identify the good ones from the cheesy sales reps??

Do they:

Ask questions about your business so they understand your requirements?

Listen to you or just talk down to you?

Explain the ROI of their solution as it applies to your business?

Value your input/opinion.

Provide several possible solutions

Explain advantages

Explain restrictions/limitations

Good customer service is the lifeblood of any business. They may offer promotions and slash prices, but unless they provide good service for the life of the contract you are not be getting your money’s worth.

Remember the lowest price does not mean the best value.

As a customer, I prefer doing business with somebody I trust like a neighbour or friend.

Thanks

ECS Digital Solutions team