Delivers every time, on every need
Delivers every time, on every need
Why do some salespeople find it so easy to get repeat orders? How do they inspire such fierce loyalty in Customers? Answers to these questions can be found in the story of Alfred Fuller, the American businessman who is believed to have perfected the art of door to door selling. When Fuller died in 1973, his Fuller Brush Co., started with a mere $375, was chalking up annual sales of over $130 million.
Behind this astonishing story was an incredibly simple credo - “make it work, make it last, and guarantee it, no matter what”. Dependable products sold by reliable salespeople. And the Fuller Brush Man, as the Fuller Co’s salespeople were called, was legendary for his reliability. The New York Times’ tribute to Fuller summed up the Fuller Brush Man’s reliability like this - “The ubiquitous Fuller Brush Man (later joined by the Fullerette) paid calls on 85 of 100 American homes. He made deliveries in Alaska by dog team; he sold to a doctor who set a dealer's fractured leg; he changed a customer's tyre, pulled a tooth, dressed a chicken, hung out the wash”
Here was a Salesperson who could be counted upon to deliver every time, on every need and in all seasons. Reliability personified. Dependability standards comparable to a para jumper’s parachute!
Action Question: What can you do today to be seen as reliable by your Customers?
Related Reading: Mercuri Mail Vintage feature on Sales is much more than Selling
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