It was a messy delivery and I lost my appetite!
Prior to making a sale or landing the job you want, you need to find what people need, want and desire. Just because an exciting new creation is just the thing, you need to make certain it’s what your prospect wants. If it meets expectations they will convert into a client; should it be great delivery you will be well on your way to receiving repeat business, referrals and testimonials.
Yesterday, we went to the Fisherman’s Wharf for lunch with friends who chose the setting. Crab is a delicacy there and was featured on the menu. So my husband and I ordered the traditional half-crab to share understanding there would be work involved cracking the shell to get to the meat. To our dismay, instead of receiving cold crab, the waiter delivered steaming hot crab, still in the shell, with an oily garlic sauce poured all over it.
The delivery on expectation was anything but. It escaped all logic to hear a warning to be careful not to touch the hot dish yet still have a need to work with the shell. Furthermore our hands were sloshing around in the oil – it was exasperating to say the least. The waiter should have set expectations upfront stating this is how the crab will be served and then ask if that would be okay. We obviously would have changed our order. Rather than repeat business, they will continue to need to look for new prospects and clients.
The customer must come first to have a rewarding business, and the interests of the hiring company must also come first. When you want a request granted such as the sale, a returning clientele or the job, you have to know precisely their hopes, wishes and desires and then deliver the best you may. This is the route for sure footed business development. As you speak to these points, you build trust, confidence and the relationship. Now you will be in the leadership position and have your request or sale met.
Use these techniques on all of your endeavors and you will enjoy a Smooth Sale!
