First, he learned that hotel cleaning people were under a strict mandate to make certain that a guestroom never runs out of tissues. This was important to the hotel because most guests would be unhappy if they ran out of tissues during the middle of the night. Second, he learned that hotel cleaning people responded to that challenge by using their finger to make certain there was an appropriate supply of tissues in the room. As you can imagine, using your finger to determine the adequacy of tissue supply in a hotel room is a very in-precise method. Consultants do not sell products or services.
Consultants try to have a tangible, bottom line impact on their customer's business.
Consultants try to differentiate themselves on the basis of the quality of their ideas. And, consultants derive their success from the success of the customer. Our sales professional learned that the prospect was disposing of many half-full boxes of tissues. While this might not be significant to those of us reading this article, it is certainly significant to large hotel chains. Imagine the waste if a hotel chain was unnecessarily throwing out a half full box of tissues in each of its rooms, worldwide, every day of the week.