Sometimes it is the Simple Things
In the last while I have been assisting an organization in the franchise world. One of the problems they were confronted with was the need to get confidential information from the client before they could proceed with the sales cycle. Well like most situation this becomes a roadblock for a number of consultants because they apply their values of not providing information up against the client’s values. Sure enough the information does not come in and the process never starts. Does that sound familiar to you? If it does the answer is simple do not apply your values to the prospect. Listen and learn his and apply. Get it! When we removed this thinking from the process the confidential information started to flow and success is now only a short few days away. Look at yourself and your roadblocks and ask, ”Am I the one that is stopping my pipeline to fill up with prospects?” If yes then change your thinking. This is not hard it is only a commitment you need to make. If you need coaching or to identify this in your sales cycle send me and email. I am sure I can pinpoint the concern for you.
Joe “Factor” White
2 responses so far ↓
Rick Stephens // March 4, 2007 at 10:05 am
Joe - You know, you are so right on the idea of getting caught up in our own values that we fail to see what is important to the client.
One of the things I teach my clients is that we need to market based upon what our customer demographic finds important, not what we think is important. If the customer wants sprinkles on his Ice Cream Sundae, don’t try to sell him/her on putting nuts on top - You’ll lose the sale.
To your Success,
Rick
Karl Zimmer III // March 5, 2007 at 2:52 pm
Joe and Rick - You are Right On!
I remember a wise teacher who said, “No one cares how much you know until they know how much you care.”
Among other things, I teach “listening” to clients and seminar attendees, and it has a profound effect on their ability to service customers and to build relationships.
Thank you for sharing.
All the best,
Karl
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