Selective Memory
I am watching the Discovery Channel the other day watching an interesting program about goldfish memory. The Discovery Channel’s popular show Mythbusters tested rumors that goldfish only had a memory span of 8 seconds. Long thought to be true, goldfish actually have selective memory. I found an interesting comparison to customer service and selling professionals.
If customer service is such a vital aspect of selling, and, if proper account management requires proper service, then why are selling professionals so selective? Are selling professionals like goldfish? Do they have a memory of only 8 seconds, or is there more. The problem with customer service and selling is two fold, 1) there is a lack of focus and concern for many and 2) according to research 92% of most selling professionals lack a proper selling methodology including service.
So with time on your hands due to recessionary issues and with 92% of individuals lacking in proper methodology why not invest in resources for you and your team? Debunking myths and increasing value to your customers is the best medicine in recessionary times. Make yourself competitive proof by investing in both you and your customer base. Do not allow your customer to be selective with other vendors and suppliers because they cannot remember the last time you met with them.
Copyright 2009 Drew Stevens PhD. All rights reserved.
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