When you have to choose something from many options, do you ever get confused?
For the longest time, I have wanted to buy a more modern PDA than the bare-bones Palm that I have which only is good for calendaring and the address book. It’s so old school.
It got to be comical how I would go into my local AT&T store on multiple occasions and never be helped in a consultative manner. Possibly because so many people come in to buy features, the mostly Gen Y staff (which turns over frequently) sells based on features.
OK, I get features, but have specific questions about how I WORK. That is what I need help with – someone who can consult and show me my best next move. For a long time, I received in way too many emails and I figured this would take up 80% of my time on the PDA – scrolling through to get to the one out of 25 that I should see immediately.
So what do I do? I say, NO.
My PDA issues aside, the point is that when we are confused we say no. When we are not sure of the direction we are going, we often say no. No doesn’t mean NO in this case – it just means that I need more information.
Your prospective clients are no different. ASK more powerful questions! Be consultative — you’ll be surprised at how far you can move an opportunity forward simply by getting to know the prospective client and what their needs are.
Maybe AT&T will do that for me someday.