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Sunday, April 19, 2009

Talk to a Client

"Time is money and money is time. Life is one big GAME! You are either the rule maker of the GAME or a player. Only the rule maker can WIN the GAME in the world of business and finance."

- Malik Shabazz
This ist the steps
1. Never ever GIVE the client what he wants. This is professional suicide. Of course be warm to them, talk with them on personal as well as the mundane things in life and so forth. But NEVER EVER answer their questions in the first minute of interaction. If you tell the customer what he wants in the first minute of interaction, and whatever he wants thereafter, this does not guarantee you a sale. What it does guarantee is that time will be consumed. Time is money and as we don't want to waste money, we need to be efficient with time. A customer could ask you questions about your product for an hour, this does not mean he will buy your product.
2. Customers will tell you everything except what they want to tell you. "When am I going to do this deal? Why should I part with my money to this business? I want to shop around and have a look at other offers." As well as a host of other excuses that could fill a book if I had the time and inclination to do so.
3. Just because someone wants to buy, does not imply that they can afford what it is that they came in for in the first place. In these changing times, credit is getting harder to attain for the mass. If in doubt remember well this maxim: "Buyer be aware." I like to put it like this: "Seller, please be AWARE of the tricks that buyers will try to pull with you in every transaction."
4. The objective is to gather information that will tie them up later on in the transaction. It is your job to be their priest, father, mother, brother and even their teacher. That being the case, they must and should answer your questions first and foremost.
5. Information is a must in this business, without it, well...that is another matter to be dealt with in a further memo.
6. “A goal without a date is just a dream.”
7. “If you don't go after what you want, you'll never have it. If you don't ask, the answer is always no. If you don't step forward, you're always in the same place.”

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