Every salesperson’s been there: your boss tells you to push a product your customer doesn’t care about. Maybe it’s excess inventory. Maybe it’s a corporate priority. Whatever the reason, it’s now your problem. Here’s how to handle it like a pro, protect your customer relationships, and still hit your numbers.
1. Reframe the Product’s Value
If the customer doesn’t want what’s on the truck, find a way to make it relevant. Even the most “meh” product can solve a problem or address a pain point if positioned the right way.
Analyze [Company Name] based on publicly available data. Identify their top priorities, key challenges, and 3 ways my [product/service] can align with their needs.
Why It Works:
This prompt gives you a tailored understanding of your prospect’s business, allowing you to craft personalized outreach that resonates.
2. Bundle It with Something They Do Want
If the product isn’t flying off the shelves alone, pair it with something they already value. Sweeten the deal so the bundle feels like a no-brainer.
Suggest a bundled offering that combines [Product A] with [Product B] to appeal to [Customer’s Needs].
Why It Works:
A bundle shifts the focus from “Why should I buy this?” to “Wow, I’m getting extra value.”
3. Test the Waters with a Low-Risk Trial
If the customer’s hesitant, offer a trial to lower the stakes and build confidence in the product.
Draft an email proposing a pilot program for [Product/Service], highlighting benefits and minimizing risk for the customer.
Why It Works:
Trials reduce objections and let the product prove itself.
4. Spin It for Strategic Growth
Frame the product as part of a long-term plan that aligns with your customer’s future goals.
Identify strategic benefits of [Product/Service] that align with a customer’s growth initiatives or market trends.
Why It Works:
When the product feels forward-thinking, it’s easier for the customer to see its value.
5. Push Back…Strategically
Sometimes, the best move is knowing when not to sell. If the product really doesn’t fit, focus on maintaining trust with your customer.
What to Say:
“I hear you—this may not be the right fit for you right now. Let me keep you updated on solutions that align more closely with your goals.”
Why It Works:
Protecting the relationship ensures the door stays open for future deals.
6. Let Your Boss Know What’s Up
If your customer isn’t biting, don’t just walk away silently. Frame their feedback in terms of actionable insights and position yourself as the voice of the customer.
Write a summary email to leadership explaining customer feedback on [Product/Service] and suggesting alternative strategies to drive sales.
Why It Works:
This isn’t just about saying “no”—it’s about presenting solutions and showing leadership you’re in tune with the market.
The Bottom Line
When the boss says sell what’s on the truck, you don’t have to sacrifice your customer relationships to get it done. By reframing the product, bundling it strategically, and offering trials or insights that align with your customer’s goals, you can close the deal without feeling like a sellout.
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