As with all business, focusing on what the customer needs must be the goal of your sales efforts. It is easy to get caught in the trap of promoting your product or focusing simply on what the customer wants. When selling flooring systems, its not about chemistry, its all about performance. Customers may think they need a particular system from what they've heard, but if it doesn't perform for their specific application, you are doing them a disservice if you don't offer them the system that will perform. Frequently, there will be choices for a given application, all of which will perform to a certain extent. These are the options from which to select.
Successful long term customer relationships are built on providing your expertise, great products and services that deliver on promises. Evaluate the application, provide systems options that will meet those needs, explain the differences, and let the customer choose what they want.
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Agreed, but easier said than done! When you go to a supplier to ask advice for your customer's application, they sometimes try to sell you on whatever they carry -- not what your floor really needs! Finding a supplier that carries a truly full line of epoxies, polys, mma's, urethane mortars, etc.-- AND who know what they're doing -- isn't easy, but I've finally found one: www.florock.net (800-356-7625)! So far, I've received great advice, fair pricing, excellent product and service.
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