Educate yourself
March 18, 2019

Never Give Up

18
Mar

Never Give Up

A Difficult Prospect

I sat across from a prospect, our 6th meeting in 2 years and he wasn’t budging. You could say we were at a stalemate.

I looked at him and said,

     “How would you like to be 5 years younger?”

He kind of cocked his head to the side and smiled,

     “Ok, I’ll bite. I would love to be 5 years younger.”  

I responded,

     “Well, I’m not going anywhere and I fully believe that the service I am trying to provide your company is far and away      the best for you and your company. Somewhere in the next 5 years we are going to do business together, so if you want      to be 5 years younger let’s just do business now.”  

He laughed and we talked some more, a closing meeting would later follow; I had the relationship.  

The Point

What’s the point, why do I bring up this conversation?  

Never give up!

You believe in your product or service or you wouldn’t be selling it. But are you believable? Does your passion, tenacity and unwillingness to give up show in your presentation? Do you even have that kind of drive?  

Once I heard one another colleague say,

     “Try a couple of times and if they’re not interested move on, there are plenty of clients out there besides them.”  

Really?!?!?!?!?!!?  

Then tell me whether you actually believe your product or service is the best for each and every customer. Is it? Do you?

The word “no” in business typically means you didn’t do a great job educating your customer as to the how, what, why, when, and where of your product or service.  

How, What, Why, When and Where

Mr potential customer,

(HOW)  “The reason I wanted to tell you about _____ is based on our conversation you identified that your current vendor fell a little short in these (3) areas and if you could change anything about their service it would be_______. While we are not perfect, we strive to be. If we make a mistake we fix it.

And I can assure you that I take those concerns to heart and will give you the best experience possible.

(WHAT) ________ will give you peace of mind by simply knowing that I’m just a phone call away, 24/7 - 365.  ___________ will be your best decision for your organization because we care just as much about your business and it’s success as you do.

(WHEN) We would be happy to get started on the initial outline and services ASAP. As I stated, you will not only have a team of experts at your disposal, but also access to me, 24/7 - 365. Frankly, you have my cell phone number and I don’t want you mad at me!  

(WHERE) Our facilities are located just minutes from here and you’ll call me personally instead of an answering service or an office as I can respond faster to your location. Your phone call will be the most important thing to me and I will be onsite no matter what time day or night in ______ amount of time.  

(WHY) Simply stated, we are the clear logical choice for your company. Our passion, integrity, and genuine concern for your business is what separates us from the competition. Try us. If we don’t do what I said, never call us again. That’s how confident I am that we are the best choice for you.

The Heart of Sales

Sales are about A) Educating your client and B) Relationship.  

Both of those can take time and let’s face it you’re not their only choice. They are bombarded everyday by several companies pitching the same thing you do. Differentiate yourself from the competition. Be unique, be memorable, be deliberate and be sincere.  

Gone are the days of “salesman.” People want to do business with people they like and trust. Remember that sometimes relationships take lots of time to develop — maybe even years. But if you truly believe you have the best product or service for the client you won’t go away and you won’t give up. Win the business, one relationship at a time and remember:

Do it with passion…or don’t do it at all!

Posted on:

Monday, March 18, 2019

by

Eddie Green