Learning by Experience 7

Password: What is the need?

As I mentioned in my last article, in my first company; I took the responsibility of sales and marketing of a product group for chemical laboratories. It was almost impossible to sell a "very, very high-priced" group compared to its competitors ... After the visits in the first months, I started to worry "God, how will this be?". Until I heard that, during an international company visit, if we manage to do an important analysis method for them in a simple way, they may think of purchasing the device! By seeking support from Denmark, we managed to perform that test in the simplest and most reliable way and it was the first system sale! Then, instead of directly telling about the product, I was asking questions like which test is the most challenging and long-lasting at the moment. Sometimes acting as a business partner increased confidence even if it wasn't a compelling test. In my conversations, I was very careful to talk only as much as the customer. To do this, I was always asking questions without being overwhelming. I always thought that if I talked too much in a meeting, it was definitely not a good one... After all, we sold 10 systems and 20 devices in the first year! Is it so important to determine the need in marketing and sales? Even the most important product in the world is worthless if you cannot meet a material or spiritual need! Password: What is the need?