TSM – professional buisness

Dear mentor,

first I would say what I understood about a TSM – 10 sec miracle in my professional buisness:
A customer called me by phone, because he would like to solve a quality problem in his production line. We agreed a visit. I visited him and listed first the points he told me about his problem. This was his goal and the technical datas, which are important for me. Then we both went to his plant. There he explained me his production line and showed me his problem. I asked to look at a special technical plan (RI-Plan).
We spoke about the possible reason of his quality problem. Suddenly I know how I could help him. This was the moment I get a new idea to solve his problem. This we could call TSM. Then I explained him that a special medium in his production line wouldn`t be dose accuracy enough. He said, yes that seems to be the reason.
After this knowledge he measured, checked and tested something in his plant. Then he said. I’m right. I said: I have a technical product which solve his quality problem.
He get a test equipment and bought my product. Now he is a good customer from me.

Now I would say something about numbers, datas, facts:
Furthermore, I have looked in my work as a sales engineer costs, time costs and sales results in the course of 2 months and as long as extensive as never before.
And I asked myself first 36 questions and developed me the answers themselves.
From that resulted a deeper insight into my professional sales and consulting activity 22 new small TSM and 3 visions.
Some of these new insights, new ideas, new optimizations in the way I work and sales improvement programs, I have already begun. For other I work step by step yet in its implementation. Initial success I see already.

Best regards,
AG