Dilemmas Require Community Perspective
An intriguing problem presented itself this week requiring a community of varied focused entrepreneurs. Hearing multiple opinions on difficult decisions may save you a lot of time and money. The bonus is recognizing how you might best position your expertise for upcoming interviews or in meetings with future clients.
The question was whether or not to proceed with an environmentally friendly new technology. It wasn’t clear if the benefit outweighed the investment. The salespeople were professional and knowledgable but used the sales strategy I personally dislike which is ~ devalue the amount asked for. We were told, “if you sign today”. Research was required and “today” was not negotiable.
We contacted a financial advisor, mortgage lender, real estate person, and friends who had previously moved forward with the technology. The feedback was unanimous – “Wait!” they said, and we are.
In the end and proud to say, my husband offered a great analogy to the salesperon on his last visit:
“As an example, it may be exciting to learn about a car offering 75 mpg. Those who drive considerable distances each month will welcome it. However, it will hold little interest for those who barely put any mileage on their car.”
At the conclusion of the example set, the salesman realized he lost the sale.
Sales Lesson: Before pushing a product or service, understand how your prospect without currently using yours, is able today able to accomplish the same task. The question is, will you save your potential client time and / or money or empower him to get to the next level? Likewise, on the interview, let it be known how you will benefit the company by becoming their next employee. In addition to trust, sales arre made on needs, wants and deep down desires.
Read Addtional Strategies and Techniques:
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
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
