Although I’ve been told the contrary, I sometimes consider myself a simple man.
It’s been two months and I’ve yet to make a decision regarding a choice of oil companies for my home. Fixed Rates, Floating Rates, Variable Rates, Cap Rates and Service Plans. It’s enough to have confused Albert Einstein and has engendered a personal mental state very similar to one that I’ve experienced while preparing to swing at a golf ball – paralysis by analysis!
Sizing Up The Options
I alluded to the conundrum in an earlier post. I’m considering one of the two companies because their follow-up remains overly impressive. The other has serviced the home in the past, thus I surmise that they have a more intimate knowledge of the heating and cooling system, for whatever that’s worth. According to them it’s worth a lot.
Pre-emptive Strike
At least that’s what I was told during our phone conversation today. Until today, however, they have sold me on very little. Once I informed them that they have competition, and especially after learning who the competition is, they took a much more aggressive approach in attempting to secure my business.
Surprising
I was a bit surprised. They had to know that I would receive regular solicitation from other oil companies. Until today I had the impression that they simply had a “laid back” style. Today I learned differently. Today I recieved two calls. One from a salesperson, and then shortly thereafter from the owner of the company. The owner’s dialogue was anything but laid back. He not only outlined the advantages of using his company, he also told me of the disadvantages of using the other. He then followed up our conversation with an email.
Reactive vs. Proactive
This is a great example of reactive salesmanship. It’s that same old competitive extinct that many salespeople seem to have. Somehow the thought of losing my business made acquiring it seem more attractive. Ironically, if the owner had taken a proactive stance and sold me on his company right from the beginning, he very likely would have had my business from the start.
As it is I think I’ll sleep on it at least one more night!
What drives you harder to secure a particular piece of business?
Under what circumstances has a reactionary sales approach cost you?
When has being proactive made the difference for you?
Expand your mind, increase your business and receive your dose of “The Daily Tonic” everyday.* It’s always brief, informational and thought provoking.
Simply go to the top of this page or the home page of thedailytonic.com, enter your email in the navigation bar to the right and click “subscribe.” Of course your email address will be kept private.
