Premature Elaboration

A Reader Asks;  "What is the best (or even a good) way to demonstrate the most value for your services during initial discussions with the prospect?"

We are often so eager to show how much we know that we don't wait until the client has fully explained where his or her organization is, how it got there and completely understand the issues or needs that they have. As soon as some sales people, management people and/or consultants hear a problem they think they have recognized and solved before the speaker is finished speaking.  Many times they are way too quick to show how much they believe they know because they think this is the way to the buyers’ heart.

Even when you have solved the presumed problem, you owe the client the opportunity to describe why it’s a need or an issue for the organization and the nature of the solution for which they are willing to engage you. Hold your conclusions until you have explored the issues together. Remember, it is about addressing the client's problem, not showing how smart you are. Your lights will shine bright once you put their pain to rest.

The title of this tip says it all. Not that every analogy is appropriate but initial sales -client conversations can be considered like dating: show exceptional respect, listen more than talk, and think longer term.

Have a tremendous week and remember that your comments are always welcomed.  Call or write if I can be of any assistance.

George F. Mancuso
George F. Mancuso, CPC