When To Be Blunt
Thursday, July 03, 2008
With consumer confidence at an all-time low, people are hesitant to pull the trigger and sign your contract. Many want the work or maybe need the work to be done, but are unsure if the timing is right. Sometimes the best thing is to do is be very blunt with these potential clients.You can kill your business waiting for an answer from customers. Waiting doesn't pay the electric bill. Working does. Being blunt is an option, but it should not be your first option. Being pushy can kill any potential job. You hate pushy sales tactics and so do they.
After you've discovered the needs of the project owner, and after you've given your sales pitch to win the contract, you need to close. Closing means you or your team gets to start work. To close, you can ask open-ended questions and narrow down whether or not the client is ready. But, at some point, bluntness can be required.
"What is stopping you from hiring me today?" Simple and to the point. "Do I have any chance of getting this job?" Putting them on the spot may be an alternative. "Can you afford to do this?" By asking this, you have moved right into the Uncomfortable Zone, but it might be the best place for you.
After you ask these types of questions, you'll know what the situation is and will either be able to close the deal or move on. If you have to move on, at least you're not wasting more of your valuable time. And with the current economic conditions, that can save your business.
Related Articles:
What Do You Know About Your Clients?
Sales Advice - The Phone Is Your Friend
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