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The Service Solution

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  • Posted on 22nd Sep, 2022 22:02 PM

Inventions, Profitability - The Service Solution - Entrepreneur.com

This story appears in the March 1998 issue of Entrepreneur. Subscribe »

In my travels, I've noticed there are two very distinctschools of thought with regard to the treatment of customers.Salespeople today walk into presentations with one of the followingmind-sets: the I'm-here-to-sell-you mind-set or theI'm-here-to-serve-you mind-set.

The sell-you mind-set has been around for about a hundred years:"We are making as many products as we can for you, and weintend to sell them to you as fast as possible, for the highestpossible price. Then we're out the door. So whatever you do,don't complain or ask any questions. We know you're sort ofdumb, so it's easy to wow you because you can be talked intoanything."

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