Diplomacy Build Relationships
Jumping to Conclusions Never Works
photo credit: Highways Agency
Last year, I had the opportunity to meet a supplier in person. We instantly felt a kinship and agreed to work together. The service has been impeccable and the products outstanding so I continue to purchase from “Mary”. She models what I teach: deliver your best in order to receive repeat business, referrals and testimonials – the definition of a Smooth Sale!
I had been meaning to call Mary to place an order with Mary for one of her products but ran out of time. Yesterday, however, a “surprise” package arrived. Coincidentally, the package was from Mary. Opening the package, I found a large amount of inventory along with a sizeable fee that made my eyeballs almost jump out of my head! It was not something I would have ordered and was stunned to see a credit charge included.
Knowing my first impressions are usually correct, (remembering back to when we met) I did my best to contain my discontent. Rising to the challenge, I left a polite message for Mary to please return my call. First thing this morning, Mary did return my call. Her call was prompt, apologetic and very reassuring. Again, she modeled what I teach: take prompt action to correct any misunderstanding.
As it turned out, Mary wasn’t out to “rip me off” or take advantage of our business arrangement. Instead, it was the company supplying the product who erred by shipping to me. I then inquired about the credit card fee and asked that it be reversed. To my relief, I was reassured the charge was to her card and not to mine. The products in my possession will be shipped back to her today.
I’m sharing my personal story with you in case it prevents future misunderstanding for you. Jumping to conclusions serves no one regardless of all the circumstances. Be patient to sort out the details and be fair to all parties concerned. When situations like these occur, and they are sorted out in a friendly manner, relationships are strengthened and business flourishes.
The same may be said for interviewing. When someone begins to object to something on your resume or what you just said, agree with the objection and then position with clarification and background information to satisfy all parties.
You will be headed for a very Smooth Sale!
You will find more information on sales techniques for both business and career in these two books:
Nice Girls DO Get the Sale: Relationship Building That Gets Results
and
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews
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