Thoughtful Thursdays – Urgency can be your sales friend
A situation where the need for product becomes urgent can be any combination of rewarding, disappointing and stressful.
Today’s sales thought is about urgency being your sales friend rather than a barrier.
Urgency may cause your customer to become panicky and demanding. Inevitably more people get involved and micro mangement becomes the order of the day. If you can be the empathetic voice of reason, urgency can be your sales friend.
Helping your customer out of a jam will be appreciated and not likely forgotten. Management of the situation can make the difference between solidifying or jeoparizing a business relationship. Your focused participation is key.
- Get all the details about the situation and establish the best timeline
- Get agreement to the timeline
- Remove all “buffer” time and work to a planned outcome
- Be sure that all involved are aware of what needs to be done and are accountable for their commitments
- Don’t ask your support for the impossible
- Appoint one person to be the point of contact
- Follow up on each deliverable
- Keep your customer informed
Urgency will often result in the discovery that what was thought to be impossible is doable. It may even improve your processes. Treat urgency as a friend and and make it work for you as much as you work to resolve the situation.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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