He was a brand new vacuum cleaner salesman spending his first day in his territory located in the poorer part of town. He recited his affirmations, then marched up to knock on his first door at a rather run down house.
A moment after his knock, the door was opened by an elderly woman. "Hello, ma´am," he said, "I´m selling the world´s best vacuum cleaner and I´d like to come in and demonstrate it to you."The old woman replied, "Well I don´t need a vacuum cleaner but I haven´t talked to anyone in days so if you´d like to come in and demonstrate it, I´d welcome the company."
The salesman came in, unpacked his vacuum cleaner and proceeded to give his sales pitch, one that he had spent days practicing. He pointed out the many features and the benefits then showed off the various attachments.
Finally, he finished. "How about it, ma´am? Will you pay cash or should we set you up on a credit plan?"
"I don´t think"?¦" started the old woman.
Sensing an objection, the salesman reached into the inside of his coat and pulled out a rather large bag. Interrupting the old woman, he proudly exclaimed, "Ma´am, this bag is full of dried horse manure and if my vacuum cleaner won´t pick up every speck of it, I´ll eat what´s left right off your rug.!"
The old lady opened her mouth to say something but the salesman immediately opened the bag and dumped the horse manure on the floor.
Stunned, she looked at the pile for a moment, then, smiling, looked up at the young salesman and said, "Well I hope you´re hungry young man, because the electric company turned off my electricity two days ago!"
Question: Is this the customer service experience he wanted to create? Did he qualify the prospect? Did he listen to her wants and needs before determining whether he could meet or exceed them?
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