Chris Allen's Sales Culture

Selling is just a conversation

Wednesday, March 22, 2006

Am I your customer or supplier? - it's make your mind up time!

Last week I had a shocking conversation with an Estate Agent. As you know from my last post, I'm trying to buy an appartment. With difficulty!

I received a call from a 'negotiator' describing a property I might like to view.
"Great! Let's go and see it tomorrow morning?" I said.
"We don't do viewings in the mornings" she replied.
"That doesn't seem to be a very customer-centric approach"
I mused, expecting an explanation as to why mornings were out.
"YOU are NOT my customer!" she said.

Duh?

I explained that in normal businesses we regard the seller as the supplier and the buyer as the customer. But she would have none of it.

No wonder UK estate agents are such rubbish - they can't recognise a customer!

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