Ben
Franklin knew it, Disney knows it, NASA knows it, now. What do they
know? That attention to details can make or break a company AND impact
lives. Franklin’s printing company became the Government’s new
prime printer by reprinting one current document without errors
– at no cost. Disney is known for it’s immaculate grounds and
fabulous customer service. NASA learned that a $.15 part could destroy
a billion dollar project and seven lives. What details are you
overlooking?
Are
you wasting your time with this prospect? You are if they have no way
to pay you. Asking for their budget will keep you from wasting your
valuable time if they don’t have one. You can even ask for the range
of what they plan to spend. Knowing this, will help you to know
if you want to do business with them and at what level. If the answer
is no, refer someone else if you can and move on to the next better
qualified prospect
Do
you sell in a business that takes an order for later delivery? If so,
don’t be afraid to get a financial commitment from your prospect. If
you don’t, the customer can go someplace else with the knowledge you’ve
given them and make an more educated purchase from another supplier.
October 2000 Coaching Cards™
