“Nothing new under the sun” The quote reminds me of this project. My company had been a market leader in car operating lease since its establishment.
Our way of selling the services, which are: car for long term leasing, car rental, and driver services, is the proven way until recently. Today, our consultant for BPR brought a new idea about selling [not so new because many companies had already done this, ex: IBM]. They told us not to ‘selling boxes’ anymore, instead we must transform to ‘consultative selling’.
Selling boxes is to sell what we have to customer and pay little regard to what they need. Example: we have Toyota or Daihatsu brand, so that’s what we offer to customer. We don’t care about helping our customer reach the cost efficiency in their fleet management.
Consultative selling in the other hand is we observe the customer problems first, and then offer the right solution. We answer their problem using our expertise in fleet management.
The results for this method are our customer will have more efficient fleet cost, reduce lead time, transfer the transportation risk, and fewer headaches. [But more headaches and risk in us ^_^]
Of course we charge management fee for this ‘added value’ services, and we can create bigger profit for this services because the customer can’t compare the price to other competitor. If we still selling boxes, then the customer are always choose the cheaper one.
Our CEOs are very interested in this concept, so do our divisions head.
They don’t realize that this concept was already proposed by our former boss last year and the year before. [Maybe that’s why he quitted ^_^]
My conclusion is, for a concept or an idea to become acceptable, all depends on who is the ‘singer’. The consultant in this case, is the stranger with a briefcase; we have more trust in outside appearance than in the inside.
Maybe after this, I’ll work with Consultant, so my voice will be heard even tough I’m ‘singing’ the same song. ^_^!
Our way of selling the services, which are: car for long term leasing, car rental, and driver services, is the proven way until recently. Today, our consultant for BPR brought a new idea about selling [not so new because many companies had already done this, ex: IBM]. They told us not to ‘selling boxes’ anymore, instead we must transform to ‘consultative selling’.
Selling boxes is to sell what we have to customer and pay little regard to what they need. Example: we have Toyota or Daihatsu brand, so that’s what we offer to customer. We don’t care about helping our customer reach the cost efficiency in their fleet management.
Consultative selling in the other hand is we observe the customer problems first, and then offer the right solution. We answer their problem using our expertise in fleet management.
The results for this method are our customer will have more efficient fleet cost, reduce lead time, transfer the transportation risk, and fewer headaches. [But more headaches and risk in us ^_^]
Of course we charge management fee for this ‘added value’ services, and we can create bigger profit for this services because the customer can’t compare the price to other competitor. If we still selling boxes, then the customer are always choose the cheaper one.
Our CEOs are very interested in this concept, so do our divisions head.
They don’t realize that this concept was already proposed by our former boss last year and the year before. [Maybe that’s why he quitted ^_^]
My conclusion is, for a concept or an idea to become acceptable, all depends on who is the ‘singer’. The consultant in this case, is the stranger with a briefcase; we have more trust in outside appearance than in the inside.
Maybe after this, I’ll work with Consultant, so my voice will be heard even tough I’m ‘singing’ the same song. ^_^!
