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What are you doing/saying about DHL?
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<blockquote data-quote="But Benefits Are Great!" data-source="post: 357493" data-attributes="member: 15794"><p>Take in context, please.</p><p> </p><p>Although thread is "doing / saying about DHL (vs UPS)", my statement was for all businesses in general. I also feel strongly that it is relative here.</p><p> </p><p>If a UPS employee sees a company using DHL, proper selling is to know your product, know how your service is better, and to go sell UPS to that customer, stating strong points that you KNOW exceed DHL.</p><p> </p><p>The moment you MENTION DHL, you've lost. You are wearing a UPS shirt.</p><p> </p><p>(dumb example follows)</p><p> </p><p> </p><p>CORRECT</p><p>UPS Person: Our services are the fastest in the industry, we have same day pickups when you call, and we dress neatly, and I sure you would be happy with our services.</p><p> </p><p>INCORRECT: Unlike DHL, our services are the fastest in the industry, we have same day pickups when you call, and we dress neatly, and I sure you would be happier with our services than with DHL.</p><p> </p><p>The CORRECT example above allows the customer to make the correct choice based on their experience.</p><p> </p><p>The INCORRECT example above makes you look like, well, a UPS guy badmouthing the competition (and I use that word loosely)</p><p> </p><p>SELL YOUR STRENGTHS, NEVER THE COMPETITION'S WEAKNESS. It is first-page business management common sense.</p></blockquote><p></p>
[QUOTE="But Benefits Are Great!, post: 357493, member: 15794"] Take in context, please. Although thread is "doing / saying about DHL (vs UPS)", my statement was for all businesses in general. I also feel strongly that it is relative here. If a UPS employee sees a company using DHL, proper selling is to know your product, know how your service is better, and to go sell UPS to that customer, stating strong points that you KNOW exceed DHL. The moment you MENTION DHL, you've lost. You are wearing a UPS shirt. (dumb example follows) CORRECT UPS Person: Our services are the fastest in the industry, we have same day pickups when you call, and we dress neatly, and I sure you would be happy with our services. INCORRECT: Unlike DHL, our services are the fastest in the industry, we have same day pickups when you call, and we dress neatly, and I sure you would be happier with our services than with DHL. The CORRECT example above allows the customer to make the correct choice based on their experience. The INCORRECT example above makes you look like, well, a UPS guy badmouthing the competition (and I use that word loosely) SELL YOUR STRENGTHS, NEVER THE COMPETITION'S WEAKNESS. It is first-page business management common sense. [/QUOTE]
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What are you doing/saying about DHL?
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