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8/1/2018

Proverbs 10:9

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Proverbs 10:9 

Whoever walks in integrity walks securely, but he who makes his ways crooked will be found out.

Christian Based Selling

In continuation from yesterday's post, there is no perfect solution.  We face competition from formidable companies.  Our solution, just like that of our competitors, has strengths and weaknesses.

We need to qualify the essential needs of the prospective client to assess if we have a competitive solution.   We need to understand the full context of their problems and the impact on the business as well as how important it is to the buyer to  drive a successful outcome.  While there will likely be other needs expressed during qualification, the essential needs are what the client believes a vendor must bring to the table to earn their business.  

If we are not a good fit for the opportunity, we need to know when to not waste our time chasing deals outside the reasonable probability of a win.  When our solution is aligned with the essential needs we must be thoughtful in how we present our credentials and capabilities to the prospective client.  We may not be as deep on one need as the client would prefer--however, if we try to be all things to the prospect they will question our honesty.   We need a smart strategy to share how our solution aligns with their essential needs and highlight how the overall strength of our solution is critical to a successful outcome.  

When we sell with integrity we begin to develop a trusted rapport.  Our prospects often have their job on the line when they select a partner.  If we establish our honesty and demonstrate that our solution and organization can get it done then we can beat the Goliath of our industry.   The vendor that establishes the greatest degree of trusted confidence wins the business.  

How do you go about building trust?    How can you qualify opportunities differently to better understand how to differentiate your solution?  What are the strengths and weaknesses of your solution?                   
  



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2 Comments
Gino
8/2/2018 01:20:01 pm

So true. I’ll tell you, it gets difficult at times not to move that integrity line. Just a little. And convince ourselves that we’re just doing what everyone else is doing and justify our actions. Would I say and do the same thing if He was in the room with me? Easy to forget that He always is🤔

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John
8/2/2018 01:50:57 pm

Gino,

I agree the temptation is strong. Think about the business you've won in your career. Why did you win? I'm guessing that a majority of the deals you won when your solution was well aligned with the clients needs. Buyers are pretty savvy and we are dead in the water if you are caught in a lie.

My argument is that if we have a competitive solution, maybe not the best on paper, but we establish trust through our transparency then the client will value our integrity.

John

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