In Selling… how do you deal with a negative: “enigin scam” slur?
How would you deal with the situation “IF” when you are making a presentation to a company, say on the benefits of one of your products like motor controllers, and the customer asked a direct question like; how you can ensure that the products you are recommending are right for me? They understandably need to be sure they are not being caught up with some sort of Enigin scam offerings that don’t deliver on the savings. Of course the temptation is to become very defensive, and almost aggressive even at the thought that the terms Enigin and scam should even be used in the same conversation, let alone Enigin scam in the same sentence!!!
However it’s important to appreciate matters from the customer’s perspective. The fact is there are scam products out there and many companies think nothing of pushing products onto the customers that are either an outright scam or are simply not the right solutions for a given application, so it really should come as no surprise to us. So how do you deal with the most unwelcomed term Enigin scam being used by a customer to infer you or Enigin plc might be guilty of selling some sort of scam products?
Obviously we know that the Enigin iMEC motor controller in the right application can produce outstanding results and we have loads of case studies we can refer to, however the fact remains not all companies and their distributors are as ethical as Enigin plc and some unscrupulous salespeople do try to scam the customer into buying things they don’t need or simply won’t work in their given application which to be fair could quite reasonably warrant the term scam
Enigin distributors pride themselves of providing the customer with a total, fully transparent solution that ensures everything we do is measureable and fully justifiable thereby ensuring the customer can never be hoodwinked by a scam product. Thanks to the Enigin trademarked Eniscope it makes the otherwise invisible electricity now totally visible. So whatever load-side products are installed, like an iMEC motor controller will actually work and deliver on the promises and could never be referred to as an Enigin scam product.
Enigin plc strongly advocate this ethical approach to building clients relationships and when you treat people with dignity and respect and ensure you only ever try to sell them a solution that is right for them there is no way that they would ever put the two terms Enigin scam in the same sentence. Let’s differentiate ourselves and Enigin plc from the scam artists by giving the customer exactly what he or she needs every time.