Check out this video of a comedian explaining how refrigerators are sold. It’s pretty funny but sadly this type of selling might be considered remarkable in many businesses. In fact, a lot of businesses won’t even put out this much effort. I spoke to an owner of a tire shop yesterday that said, “if you can’t sell on the phone, you might as well close your business.” What’s interesting is that I became a customer of his store by calling in on the phone several months ago. I heard from the owner of a local restaurant the other day say that the teller at a bank across the street from his business told him if he doesn’t open an account they won’t make change for him anymore. The better option might have been to get the manager to visit this business and ask for his business. That never happened. I called a bank the other day that told me I couldn’t open a checking for a 17 year old unless I was an existing customer. I asked if I could open the minor account if I also opened a checking for myself. The response was NO. She told me I had to have an account opened for at least six months so they could see if I knew how to manage my money properly.
Wondering why you’re not hitting sales goals, cross-selling products and services, and losing more than the occasional customer? It might be that you’re selling refrigerators like the guy in the video. Maybe you’re not making the obvious phone call or visit to a potential business customer. Or maybe your team is driving business away with their indifference. The numbers usually don’t lie so take some time to look at yourself and your team to make sure you’re not selling refrigerators.
