On Saying No...It's Ok to Say No or Win- Win Never miss "Professional Consultants Real Life Selling Answer's !"

My 4Th Generation Lead in a Chain of Referral Prospects finally asks via Email, the all important Question every Old Pro and every Rookie Salesman want to hear:

If we decide to go with you guys, When can you do the work... by year end... before the Tax Credits
are over etc... There are many things that either speed up the sales process or bring it to a grinding halt (competitors stall tactic or B) now you warned them on your initial call that time was a factor, but now  Heck your 12 weeks from the end of the year and they did whatever it was or they thought they needed to do to get to this place of committing to you.

Wow ! You Win or Did you ?  Because now you know it's already impossible to make it happen,
What do you do? Go for the Sale, All just for the money and let the Office handled the call you already know is coming.

Here's the "Professional Consultants Real Life Selling Answers!"

It is What It is... Tell them the Truth direct and to the point.

This was my email response to the prospect pulled directly from the File:
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Jim,

B Q:

If we go with you guys, do you still think you could get the bedroom windows in before the end of the year?

Client Names Omitted
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S C: Unfortunately no, that may seem right to the point but the hard thing to say is better dealt with up front and here's the why to my answer. On Customer Service : I would rather under promise and over deliver than anything else ! As I said when we first met, I would not lie to you just to make a sale !
PSC Core beliefs won't allow it. So to answer you directly I was instructed to (as you know) to shut Bismarck Operations and I'm here in Coeur D'Alene now till Spring. After long talks with the production dept. and your VP, it came direct from our President to halt all further operations due to the potential for severe weather prohibiting installs and we wont bring in people were unfamiliar with to meet a labor demand, just for profits! It's just a Bad Practice that we won't put on our customers.
I know you agreed with that in principal and in the long run your the biggest winner.

We foresee being back in your market as early as mid to end of Feb. 2011 doing installations like your Home and your Aunts, as she offered to let her friend to be done first. That installation was the final cut-off and will most likely be done this year.

I will promise you the following if your choice is Precision Home Products for your Window
project Spring 2011

Core or 6 C's of Customer Service by Jim Weaver PSC

1. Our people will always be Concerned with the needs of the customer first.

2. They will perform with Competence the tasks at hand.

3. and always be Courteous at all times in your home and around your family.

4. They will use best practices with a Commitment to do the job right the first time.

5. They will remain Composed even in the most trying applications and in accordance’s

6. with a Consistent core of values that will demonstrate that we prefer to celebrate Excellence rather than install Mediocrity!

I've been in this business a long, long time, and I've seen lots of products and lots of companies come and go. One lesson I've learned after over a decade of installing windows, doors, and siding is that QUALITY PAYS. Sometimes, it's a little bit more expensive up front - but products that last longer, look better, hold up better, and conserve energy better ALWAYS end up costing less in the long run. Always.

"If you have a problem call me and I will personally resolve it for you!"

Jim Weaver 701.425.4147 Powered by BlackBerry

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What do you think happened in this "Professional Consultants Real Life Selling Answer's !" episode ? Stop back and we will let you know the answer when we know it.

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