Three Important Outcomes
Posted: Mon Jan 27, 2025 6:15 am
[Opportunity]
PROFESSIONAL: “Hey Gary, does it make sense for me to see if we can do something special for you if we can get everything wrapped up by the end of the quarter?”
PROSPECTIVE CLIENT: “Hmmm, what are you thinking?”
PROFESSIONAL: “Well, I don’t know what my options are without talking to our CEO, but if we can actually do something this quarter, he said he would be willing to work with clients.”
PROSPECTIVE CLIENT: “If the offer’s good enough we’re ready to do something. Why don’t you find out what he’s thinking?”
PROFESSIONAL: “You got it. Just to speed the process up a bit; is there any part of the proposal that you would get more value out of than another? I’ll see if that’s an area we can play in for us.”
PROSPECTIVE CLIENT: “There is. Charitie is concerned austria telegram data that some of our folks will need more training than usual, so anything you could do in that area will make me a hero with her. From my perspective, it would be great if there was something you could do with the maintenance. Lowering it or starting it later would be great. So that’s it, maintenance and training. See if there is something he can do there. Thanks.”
Something Special accomplishes three important things:
Doesn’t telegraph any kind of concession or the size of that concession.
Reveals if the client is able to do something within your suggested time frame.
Positions you as an advocate for the client. You are doing all this on their behalf.
If you’ve ever found yourself on the end-of-quarter discount roller-coaster, you will appreciate how “Something Special” preserves both revenues and your commissions.I was recently on a Zoom video call with a client and noticed that she was taking handwritten notes, so I commented on the fact that she was doing so.
“I love that you’re taking handwritten notes,” I said.
PROFESSIONAL: “Hey Gary, does it make sense for me to see if we can do something special for you if we can get everything wrapped up by the end of the quarter?”
PROSPECTIVE CLIENT: “Hmmm, what are you thinking?”
PROFESSIONAL: “Well, I don’t know what my options are without talking to our CEO, but if we can actually do something this quarter, he said he would be willing to work with clients.”
PROSPECTIVE CLIENT: “If the offer’s good enough we’re ready to do something. Why don’t you find out what he’s thinking?”
PROFESSIONAL: “You got it. Just to speed the process up a bit; is there any part of the proposal that you would get more value out of than another? I’ll see if that’s an area we can play in for us.”
PROSPECTIVE CLIENT: “There is. Charitie is concerned austria telegram data that some of our folks will need more training than usual, so anything you could do in that area will make me a hero with her. From my perspective, it would be great if there was something you could do with the maintenance. Lowering it or starting it later would be great. So that’s it, maintenance and training. See if there is something he can do there. Thanks.”
Something Special accomplishes three important things:
Doesn’t telegraph any kind of concession or the size of that concession.
Reveals if the client is able to do something within your suggested time frame.
Positions you as an advocate for the client. You are doing all this on their behalf.
If you’ve ever found yourself on the end-of-quarter discount roller-coaster, you will appreciate how “Something Special” preserves both revenues and your commissions.I was recently on a Zoom video call with a client and noticed that she was taking handwritten notes, so I commented on the fact that she was doing so.
“I love that you’re taking handwritten notes,” I said.