The Technology Salesperson's Handbook by Ken Wax

Author:Ken Wax
Language: eng
Format: mobi
Published: 2013-01-05T14:00:00+00:00

“We’re in No Rush”

“Well, we’re in no rush about this. Maybe later this year, or next.”

Procrastinating is a very popular option -- especially when it comes to tech purchases, which almost always get better and cheaper if one waits. It often happens because people who live all their days deep within a corporation have forgotten that there’s a world out there beyond their company.

Let’s help remind them. With an understanding smile and in no way challenging, give them food for thought:

Words That Work:

“Well, that’s certainly your prerogative; every company has to decide what should be a priority and when to seize opportunities.

“But you might want to ask yourself, ‘What’s going on right now at my key competitors?’ Because in all likelihood, there are people there with the exact same jobs you have, facing the same choices as you.

“Unless you’re certain that your competitors are also in no rush to add this capability, you may want to consider the impact if they move ahead while you don’t.”

This can change everything. Now let’s make it real with an example.

“Let me give you an example outside your industry. (If you use an example in their field right now, chances are they will either get distracted thinking about it, or might try to poke holes in your example.) It was only a few years ago when distributors’ websites listed products, but didn’t show, in real time, what was in stock and available to ship.

“As that technical ability became possible, some distributors said they were in no rush. But others didn’t delay.

“What happened? Just as you’d expect. When customers of the ‘We’re in no rush’ company placed orders, they would frequently find out the next day that, sorry, part of their order was out of stock.

“So when they heard that some other distributors now were showing real-time availability, they tried it and liked it – and switched.

“Soon the ‘no rush’ distributors were losing customers and were in a big rush. Plus they now had to spend a small fortune to try and win back customers who had switched away.

“I mention this because I’d like to see you folks benefiting from…(solution), and not finding yourselves vulnerable when senior executives learn that other competitors are adding this capability.”

You’ve certainly given them something to think about!

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