Questions before agreement produce best results
Yesterday, I was asked about “horror” stories encountered, as I was about to purchase from others. These hard lessons help to avoid the same in the future. The even better note is we come to know exactly what NOT to do!
On the one hand, business referrals are usually outstanding. But, in my experience, when friends make a recommendation this has not always been the case.
[youtube]http://youtu.be/kqG327qvz2Q[/youtube]
Two steps exist for finding the better match:
Question the person making the recommendation as to why they believe it is a good match rather than taking it on good faith.
Look for clues, as a detective would, indicating whether you should move forward or not. This can save you much aggravation.
Here are two examples to prove the point:
1. Many years ago, an accountant was recommended to us. He was getting started in business, so his office was in the basement of a modest building. The work was excellent, and so we agreed to a meeting the following year. To my astonishment, his new office was in the penthouse of a modern building overlooking the Golden Gate Bridge in San Francisco. The furniture and appointments were exquisite. And we soon heard that he had recently remarried. None of this added up how one could make a jump from a basement office to a penthouse in just one year. And his prices tripled. We walked away.
End of story: A few months later, it was announced on the news that he was in jail for embezzlement.
2. A close friend recommended another financial person as technology was first taking off. He was rude and had no clue how to use a computer. It was all we could do to exit his office politely as his last statement was, “You and your husband are going to wind up living under a bridge.”
Upon questioning my friend afterward to ask of her experience, she admitted it was the same but the recommendation came from someone else. She didn’t to tell our mutual friend for fear of hurting his feelings. I quickly called to let him know the situation because bad recommendations like that could have hurt his business reputation if he sent the wrong person to that office. He apologized and said never again.
Whether you are seeking a new job or a new client, politeness always wins whether it’s a good match or not. Asking questions of experience, interest, and need, will lead the way to a fruitful dialogue and areas in which you may potentially secure the sale.
In the end, questions and looking for clues are your best friends in the business development phase. Heeding this advice will alleviate aggravation and lead you to the Smooth Sale!
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
