Current or potential customers might occupy their current business for quite some time. However, that doesn’t mean what they believe is as true today as it was yesterday.
Remember the axiom: “Things can turn on a dime – especially today.”
When your current or potential client makes a statement that you know is no longer factual or relevant; don’t gloss over it because you’re scared of correcting them. Good salespeople are good not only because they can close business. It’s also directly related to clients feeling comfortable doing business with them because of trust.
Here’s an example:
In today’s turbulent financial market credit terms can change on a dime at all levels.
A customer that does large volume might have been able to secure discounts and 30 day terms without quibble 12 months ago. Today over 21 days of any size might negate discounts entirely with 30 days now regarded as “unavailable.”
Discussing this openly and honestly from a resource stance first as to inform them of current or possible changes will help you evade the more dreaded posture of having to inform them when they are denied these terms. After they’ve asked – and expect them.
© 2013 Mark St.Cyr