Elimination reveals the sweet spot
There is a reason we frequently hear, “save the best for last”. That’s because trial and error, figuring out what we truly like and want most, takes work. When you refine what you are embarking upon whether it is your approach for prospective clients or finding the perfect new job, lots of ups and downs are usually involved until you finally come upon the last, best choice.
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Your Preferred Clientele
Consider the type of clients you prefer, and the ease of getting into their good graces. For example, early in my career, I was told to knock on every door in my territory. New to the corporate sales, I followed the advice. I walked into small “mom and pop” stores, as well as small, medium and large sized companies. After numerous conversations, it was apparent medium sized companies were my comfort-zone.
Giving the situation careful thought, it was apparent that larger companies would require a longer sales cycle due to the complex nature involved, while small companies barely had any money. This gave added emphasis to the fact that I should focus on the medium sized companies. Over time, however, I grew into selling to the larger corporations.
In the end, the conversation should be pleasurable as well as motivating for all parties. In the end, you should feel a kinship with the people with whom you do business.
Your Preferred Employer
Some areas for employment focus on high tech while others may focus on non-profit corporations. Wherever you reside, you need to consider where you fit in for what is available, or whether relocation will be required. If you feel you have to adapt to whatever is available, then research the types of companies that fit your preferences and will make good use of your talent.
Compromise
Not every client or every job offer is perfect. The question becomes, is it worthwhile to negotiate a compromise whereby you will find satisfaction in the end? Be open to a variety of possibilities. Create your lists with column headlines that read, “Must Have”, “Eliminate” and “Negotiable”. Keep these in mind as you speak to your prospects. There were occasional times where I had to say, “I can’t help you” and then walked away. But more times than not, clients and employers alike were happy that I was open to finding solutions and willingly worked with me to make the sale,
Bucket List
This phrase has become a cliché’ in terms of things you always wanted to do but the same applies to all endeavors. Begin with your ideals, and work your way down through everything you can contemplate. By progressing through and examining each, you will find the best match along with
the Smooth Sale!
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
