Page 147 - Paulisms: Gold Nuggets for Small Business
P. 147
Contact Centre Representative: Yes, great. Customer: I see that it’s $999.
CCR: Yes, it’s $999.
Customer: OK, thank you.
CCR: Do you want a quote?
Customer: No, I don’t want a quote. I now know how much
it costs. I have other cheaper options to look at.
This Contact Centre Representative has not built the value of what they are selling!
Let’s look at it again...
Customer: I see you have a Widget advertised in the paper for $999.
CCR: Oh, yes! It’s great that the advertising is working. Tell me more about your situation; obviously you have a use for our Widget. Do you mind if I ask you some questions?... Do you know much about the Widget and how it works? And what sort of situation do you have that needs one of our Widgets?’
