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SOWPub Business Forum Seeds of Wisdom Forum |
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Re: Qualifying IS part of the problem!...
TW,
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Correction #1. Don't ask them to call you back. They have proven to you, over the course of 15 years to be unreliable. Set a time and advise them, "I will call back at..." and then move on to your next contact. When you do call back, quickly update who is still in the mix and who has been added or eliminated. Those that have been added, make sure to contact them and bring them up to speed, and then find out how this new contact is now part of the mix. Quote:
Correction #2. This is not a problem, this is the way ALL government agencies purchasing process works. It will never change. Anyone willing to sell to or be a government vendor has to know that this process will always be a long process. If this process is not worth the return, then it's time to seek out non government customers. Quote:
Correction #3. It's time to fire some customers. Before you do this, consider, all government agencies want what the private sector has invented and is using. Since governments do not "INVENT", they rely on the private sector to bring new things to the market. So before you fire any of these customers start looking harder at the private sector customers. Their decisions are made quicker and that equals less out of pocket expenses for you. Quote:
Correction #4. ALL participants must be considered. Each one effects your costs and profits and must be factor in when you do a cost analysis for operating expenses. If you discover that this group is costing you more and chipping away at your profits, it's time to fire this group. Quote:
Correction #5. Sales people have always had to provide 100% to close the sale. There is no such thing as win-win in sales. It's winning and winner. The sales person is winning when they close the sale. The customer is the winner if they get the product/service when they want it, how they want it, and at the price they want to pay. Last edited by L.B. Jenkins : October 14, 2008 at 12:20 PM. |
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