Handling field objection

২৯ শে জুলাই, ২০১৫ সকাল ১১:০৩

Sales stories:
1. Handling an objection :

One day Dhrubo has duty on particular route with his sales executive. It’s in Tikatuli area near Tikatuli Bridge. There is a school located there kamrunnessa school. There are 50 -60 shops. In that particular area .Dhrubo started his sales call with the sales executive. It was a bright sunny day. After a while His executive showed him a shop. The shop looks attractive and one of biggest shop in the area. He told Dhrubo that, if They could manage the shop owner, then they will be able to make a good sales call then their day target can be achieved from one shop .but there is a problem the shop owner is very much infuriated on the company . Dhrubo came to know from his associate that, Our companies previous officer’s bad deed make him furious about the company, He said to Dhrubo that the offer comes with a gold ring .
“X” officer promised him to give him a gold ring , the offer comes with a particular bunch of products, the shop owner bought it, but the officer did not give him the gold ring as it was a promotional offer that time offered by the company for retailers. The shop owner perceived that, the ring was stolen by the representative. Dhrubo understand the whole scenario , he went to his shop, gave him his introduction , knowing that he will not receive me tenderly, Dhrubo offered him the product offerings , watching the company logo he just got enraged , He told Dhrubo the total bad story . Though Dhrubo knew the story beforehand. But Dhrubo did not stop him; because He wanted him to ventilate all his complaints regarding the company, So that he feels tranquil. He was not allowing Dhrubo to utter a single word in favor of the company. He did not say him anything as well. After a while he told dhrubo to get out of the shop, instructed him not to come again. For some instance Dhrubo felt really bad for the shop owner’s behavior then he thought “what He would do if He were in his shoes, keeping all this situation in mind Dhrubo was thinking what can be done to satisfy this customer. Because Dhrubo wanted to resolve this issue as soon as he could. Because his national manager used to visit every route throughout the whole month with the team member. So if he sorted out this issue then he will be annoyed on him, as it is big shop, so it will be definitely attract Dhrubo’s boss’s attention. Though it was not his fault. As he is the in charge now so he had to rectify all the problems.
Dhrubo asked his field executive to find out the details of the shop owner, family details, birthday details, and, and also any family program he was planning for. Dhrubo Came to know that, the shop owner has twin kids, and their birthdays are knocking at the door. So he instructed his associate to buy some flowers, and gifts on paid by dhrubo’s own cost. So being prepared one fine early morning, Dhrubo was waiting for him to open the shop. He came, he saw Dhrubo waiting for him, seeing Dhrubo he was chuckling, making fun out of him saying that, “এত গালি খাইয়া পেট ভরল না ভাই আবার আইসেন। আপনার তো কোন লজ্জা নাই”।He invited Dhrubo to get inside, He was in a good mood as it was his son’s birthday. He told Dhrubo that, he felt sorry for him, because of his misbehavior. Dhrubo started his discussion by wishing him his baby’s birthday. He was surprised to receive such flowers and gift from Dhrubo. The owner was again telling him that, he was astonished to see dhrubo’s positive attitude towards him. Dhrubo did not utter single a word regarding their product offerings. The shop owner was pampered much, was interested to know the offerings but Dhrubo told him that “He will not sell a single product today to him .But being very eager the owner asked about the offerings.
Then my sales man describe him the offerings. That day Dhrubo sold him the biggest package he have, with a branded stand including all the ranges of products. Worth of Taka 25000 taka

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