If you have sales experience you are likely to find the following challenging. This type of straight talking is not common in the usual sales pitch. However I have become convinced that there is major power in having the type of honest conversation with prospective clients I am about to describe and that this forms the most secure basis for any business relationship.
In the current environment prevailing in the unsettled times of economic crisis, with the added dimension in the UK of the lead up to, then the aftermath of, the Westminster Elections, it is critical for all businesses to make every minute of every hour count. Most significantly it is profitable decisions which will set the tone, not only for each individual business but also for the whole of the United Kingdom.
With this in view we, at Ken Rand Partners, have formulated a seven step guide to establish a robust and worthwhile relationship between customer and supplier. This guide addresses the key questions which, at some point in the purchase or sales cycle will have to be addressed, either openly or by one or both parties independently. This guide originates from an excellent book entitled "High Probability Selling" written by Jacques Werth and Nicholas Rubin and we thank them for the excellent content which has spelled the route to successful relationships within our business.
Addressing the right questions early in a business relationship forms a level of trust which does not otherwise exist. As a result better relationships are formed and a much greater potential for a successful final outcome.
The product we most often design and supply is the Reception Desk and we have therefore made this the focus of our seven questions. The truth is that these questions can be adapted for any product or service because the issues are essentially the same - that of establishing productive business relationships. A failure to address these essential issues equals "hiding of heads in sand" with the consequence of misunderstanding, relationship breakdown and in some instances legal action.
And so to the questions, it is important to honestly address each of these points as it is through the answers that relationship can be built and successful negotiation achieved.
1) Please confirm why you NEED new reception furniture.
2) Why do you WANT to change or update your reception desk, or install a new reception?
3) The likely cost for a new reception desk (dependent upon the material used and the design configuration) will exceed 1000GBP per meter. Can you confirm that this falls within your budget?
4) When is the new Reception furniture required to be operational? What would happen if this timing cannot be met?
5) When do you require to make this decision by? What will happen if you dont meet this schedule?
6) What would happen if no new reception furniture was supplied?
and finally:
7) If Ken Rand Partners fulfill our mutually agreed Conditions of Satisfaction for the supply and installation of your new reception, what will you do?
The Werth/Rubin book contains further very important points which demand clarification as the process of relationship develops but for the prospective purchaser of Reception Furniture (or any other product for that matter), facing up to the honest facts these questions reveal will empower any purchase negotiation and save significant portions of high value time.
In the current environment prevailing in the unsettled times of economic crisis, with the added dimension in the UK of the lead up to, then the aftermath of, the Westminster Elections, it is critical for all businesses to make every minute of every hour count. Most significantly it is profitable decisions which will set the tone, not only for each individual business but also for the whole of the United Kingdom.
With this in view we, at Ken Rand Partners, have formulated a seven step guide to establish a robust and worthwhile relationship between customer and supplier. This guide addresses the key questions which, at some point in the purchase or sales cycle will have to be addressed, either openly or by one or both parties independently. This guide originates from an excellent book entitled "High Probability Selling" written by Jacques Werth and Nicholas Rubin and we thank them for the excellent content which has spelled the route to successful relationships within our business.
Addressing the right questions early in a business relationship forms a level of trust which does not otherwise exist. As a result better relationships are formed and a much greater potential for a successful final outcome.
The product we most often design and supply is the Reception Desk and we have therefore made this the focus of our seven questions. The truth is that these questions can be adapted for any product or service because the issues are essentially the same - that of establishing productive business relationships. A failure to address these essential issues equals "hiding of heads in sand" with the consequence of misunderstanding, relationship breakdown and in some instances legal action.
And so to the questions, it is important to honestly address each of these points as it is through the answers that relationship can be built and successful negotiation achieved.
1) Please confirm why you NEED new reception furniture.
2) Why do you WANT to change or update your reception desk, or install a new reception?
3) The likely cost for a new reception desk (dependent upon the material used and the design configuration) will exceed 1000GBP per meter. Can you confirm that this falls within your budget?
4) When is the new Reception furniture required to be operational? What would happen if this timing cannot be met?
5) When do you require to make this decision by? What will happen if you dont meet this schedule?
6) What would happen if no new reception furniture was supplied?
and finally:
7) If Ken Rand Partners fulfill our mutually agreed Conditions of Satisfaction for the supply and installation of your new reception, what will you do?
The Werth/Rubin book contains further very important points which demand clarification as the process of relationship develops but for the prospective purchaser of Reception Furniture (or any other product for that matter), facing up to the honest facts these questions reveal will empower any purchase negotiation and save significant portions of high value time.
About the Author:
Learn more about Reception Furniture. Stop by Ken Rand's site where you can find out all about reception desks and what it can do for you.
