Edition 427 Monday 14/05/18
Hi,it
would be fair to say our Cockateil Tommy and I didn’t always see eye to eye! I
enjoyed having him around but found him messy with little concern about toilet
hygiene or etiquette (especially when out for his daily exercise inside!).I
admit I could have possibly been heard cussing him under my breath on the odd
occasion however I did have a special fondness albeit lightly disguised.
So I
was equally as devastated as the rest of our family when he escaped by accident
last weekL.
I am
sad but grateful that I was not responsible as that would not have been a good
look!
Fletcher reckons it has been a long time between drinks but worth the wait for
his first Player of the day trophy for the season…..he accepts that’s the way
the cookie crumbles when Dad is coach!
Something funny about life is things often turn out for the best…..in a
perfect case of this our neighbours with whom we disputed ownership of the Pohutakawa
on our boundary and their right to chop this grand old lady/landmark down have
now decided to sell instead!!YAY/YES/YAY!!!
The
moral of this story is stick to your guns, stand up for what you believe in and
hang in there!
Fletcher
and I went to our first rugby game at Eden Park together on Friday night. He
loved it however not even being there in person was enough to help the awful
Blues!(enough said)!
I hope
you and your family are getting the most from life……Cheers Jonesey.
Kate and Lily reckon it was only a matter of time before
Tommy spread his wings L!!
“One day
or Day one , you decide”.
If our competitors customers are happy then why would
they change?
The answer to this question is simply “they wouldn’t
and they don’t.”
UNLESS;
What you are offering is different to what they are
getting.
The only way to establish that is to get to know these
customers in a variety of ways;
Initial cold call in person or appointment via phone.
Fact finding visit to establish current
issues/services/problems and projected future needs.
Detailed audit of current systems, processes and
services.
Proposal providing future proofed solutions and
improvements on current systems and services.
NOTE; not one mention of cheaper pricing as your point
of difference.
Seems simple but so many sales people internal and
external get it wrong everyday.
There is no
point in quoting apples for apples without having established the info above
first.
If you are being asked to quote on existing services and
equipment then you may as well not bother.
Interesting scenarios/info but the reality is
selling=added value through innovative solutions.
I had several examples last week where I declined to
provide like for like proposals.
I also had other examples where I delined to engage
unless we were quoting for a total solution.
The customer is important but so too is getting a good
deal for your own company.
Providing part of a solution others don’t or are
reluctant to provide is not the way forward.
It may open the door
slightly but it isnt a sustainable way to win new business.
Win/win is selling that ensures outcomes are equally as
good for the customer as the company!
Work smarter not harder, quality will always earn you
more revenue and profit than quantity.
Not rocket science but then again nothing simple and
successful ever is!! Good luck team!!
“The only way on earth to influence the other
fellow is to talk about what they want and show them how to get it”. Dale Carnegie
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