I’m a huge fan of the U.S. version of the
TV show “The Office.” It’s waaay too close
to office reality to ignore.
On that show is an amazing gentleman
named Dwight Schrute, who looks more like a
serial killer than a salesperson.
One day, Dwight and his coworker Jim were
on a sales call, trying to get a customer
to buy their copier paper.
They are probably in the most boring
industry on the planet, but that didn’t
stop their incredible sales technique.
While Jim was pitching the client about
their usual stats and services, Dwight
rudely interrupts the conversation and
asks if he can use the prospect’s phone.
The prospect obliges and Dwight hastily
dials a phone number, and loudly speaks
into the phone, clearly talking to an
automated system.
Dwight waits until he is put on-hold
and you can hear the on-hold music
coming through the phone.
The two finish their sales pitch
after a few minutes, as the prospect
stares uneasily at his phone that is
still play on-hold music.
At the very end, Dwight explains to
his customer that he never calls in sick,
never takes vacation, and answers his
phone 24 hrs a day, proceeding to give
him a laundry list of numbers that the
prospect can use to get a hold of him.
Then he closes the deal by picking up
the phone, which has been on-hold during
the entire meeting, and says that this
is the current supplier for the prospect’s
paper.
They make a single call to Dwight’s
company and a live person answers immediately.
The customer bought right there.
…in fact, I was sold, even though it was
just a show and I don’t really have a need
for copier paper.
The customer didn’t care about any of
the pitch. He just wanted to know what
those guys were going to do to make
HIS life easier.
What are you doing to make life easier
for your customer?
It all starts with what you stand for
and the way to explain that to your customer
is through your Unique Selling Proposition (USP).
I have created the only complete USP system
in existence and I would like you to give it
a shot. Click here:
http://www.UltimateUSPCreator.com
Until tomorrow,
Joshua Black
*******************************************
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{ 1 comment }
I know we just can’t get enough of Dwight. He’s he best salesman around!