Last week I needed to replace 2 tyres on my car. So I made a few calls to see what pricing I should be paying and who could do the job that day.
I phoned 5 local tyre companies. All were friendly, the prices were very similar and they all could get the job done that very same day.
So, how come the one got the job and the others didn’t?
4 of the companies gave me their prices for a cheap option and an alternative higher quality option. They suggested I have a wheel alignment (standard sale upgrade) and offered to book me in right away. That’s what most businesses would do – would you agree?
Here’s why the 5th company got the deal! The sales person took me through the sales process exactly as the other 4 companies did but then he did something that the other 4 companies didn’t!
He asked me how many tyres I needed to replace. I told him , “two”. He then asked , “will the others need replacing in the near future!” I said, “yes!”. He then said, “I am going to save you money!”. “Instead of buying 2 cheap tyres now and then 2 later, which do not last as long, I will take your spare tyre (unused, fully treaded Dunlop), put that on your car with 3 new Dunlop tyres so you will have 4 fully treaded Dunlop tyres and since you are buying 3 new tyres right now, I will do your wheel alignment at half price!”
He got the deal! He got 3 tyre sales of the higher brand when I was just looking for 2 and could possibly have been sold the cheaper version by another company plus he added a wheel alignment. But more importantly, he eliminated 4 of his competitors in a highly competitive market where people can just phone around and get the cheapest price.
He provided me with a solution! He was not just selling me a product. This small difference means big business and is one of the smartest strategies you can employ in your business!
I hope you found that useful because it can make you a lot of money!
I wish you the very best, as always.
Luke
