"The strategy of preeminence is quite simply the ability to put your clients' needs always ahead of your own." -Jay Abraham
Have not blogged for quite some time. Some of you may already know that I'm currently working in the sales line at Comics Connection (Causeway Point). Recently a competitor (PlayCraft) has opened just next door to my outlet. Their strategy is to outplay us based on lower prices.
One particular incident today that is of interest to me is my encounter was a couple (in their late 30s) who was looking for a PlayStation Portable (PSP) for a boy residing in America.
They came to my outlet and inquired about the price of the PSP. I replied that our basic set is retailing for 280 dollars. They gave me a friendly feedback that our competitor was retailing for only 268 and asked me what's the difference between our sets. Fortunately, I did my homework and explained to them that although both of our sets are an export set, we provided 1 year warranty whereas PlayCraft only provided 3 months warranty.
In terms of pure monetary comparison, obviously PlayCraft has a better offer since a set brought into America will not be able to benefit from a longer period of Warranty. I advised them that for their needs, it would be better to purchase from PlayCraft instead of ours and joked to them that I had committed a cardinal sin by recommending them to our competitors. They laughed about it, thanked me and left my store.
It was pretty demoralizing for me since I had not made a single console sale today which is my worst day in the 2 month period I have worked here. I was wondering whether it was wise for me to apply Jay Abraham's Strategy of Preeminence- to protect my client's needs above my own.
Just before I ended my day, the couple came back to me with a warm smile and greeted me with a cheerful "I'm back! We're here to buy a PSP from you. *laughter*" I was pleasantly surprised and confused. I had to ask for a reason. "Hi! Was PlayCraft not good enough for you?" Their reply:
"We're back because of what you said before- the cardinal sin part."
I suspect that they purchased from me because I decided to protect their interest over my own. If my hypothesis is true, what Jay Abraham describes as Altruism, makes business sense and works hand in hand with a sound philosophical strategy.
