![]() ![]() ![]() With the standard 3-1/4-inch blade, the Paradigm is made for hard use and built for the outdoors, though it certainly wouldn’t look out of place indoors as well. This drop point folder touts Buck’s proprietary Shift/ASAP locking mechanism and an elegant presentation, but is it worth the stout price tag? Buck was gracious enough to send me a sample for review. “We object,” says Buck Knives with their new Paradigm. It may be a little bit on the hefty side for a gentleman’s folder, but it is all class. Alas, the industry has mostly moved past these knives in favor of more tactically-minded or just practical folders. Although rarely seen, the flick of one of these slim folders is just as classy as the slow clap of a lighter snapping open. Like cuff links and high-end watches, these accessories were once a vital part of a gentleman’s attire when heading out for dinner or a special occasion. Do this, and you'll win the work when invited to a conversation.The gentleman’s folder, or the “dress knife” as many people call them, seems to have gone by the wayside as the evolution of folding knives marches on. Your sales cycle should not be a well-oiled sales machine it should be a garden where you sow "credibility" seeds, nurture them and watch them grow into strong, healthy trees. Make them aware of what you do, and when the time is right - when they need your help - they'll reach out to you. The majority of your time is to add value and provide them with something of interest to construct your credibility. So, what to do? Design a sales cycle where you regularly keep in touch with potential new clients. If you try, it will make it hard to win work in the future when they do need your support. It's difficult to sell to a client if everything is going well for them. They will hire you when they want that ambition realized. They will engage with you when they want a challenge resolved or minimized, or if they desire something positive in the future. I've found that clients usually seek a coach's help when they're worried about something negative that has happened or they are concerned about something that could take place in the future. They need to find themselves in a situation that requires your support. You cannot sell consulting and coaching.Ī client will not buy your services if they are not needed, no matter how good or detailed your sales cycle. Imagine how it changes the dynamic from you pushing hundreds or thousands of prospects through a fixed process for any sale to one where they pull on you.ģ. You are the expert, and it is you who decides if you work together, not them. Think about that for a minute: They come to you. You provide everything they need to feel comfortable to ask for your support. This means the clients come to you when their circumstances change and they need your help. With this approach, your business development model changes from a system that pushes people through a funnel or pipeline to one where the people walk themselves through at a time and pace that suits them. If you focus on establishing yourself as an expert and trusted advisor, the client will do all the sales work for you. You will lose potential new clients the minute you try to sell to someone who is not ready. The sales cycle has one purpose only, and that is to construct credibility. You need to monitor progress and support each person by providing the relevant information at the right time, thus allowing them to move of their own volition. Your sales cycle needs to be flexible and adaptable for each person and their individual preferences. Your clients don't want to be forced to follow your process, irrespective of if they are ready.Ĭlients want to follow their own processes. ![]() That is not you, and that is not your clients want, so don't do it. It looks and feels more like a transactional sausage machine that churns and grinds people into similar items who are all to be treated the same. From my perspective, this process doesn't sound like a personal service from a trusted expert who has a good relationship with their client. The funnel usually has a fixed number of predefined steps where people are labeled and categorized. Sales funnels have a wide opening so that companies can stuff many people through the process, which narrows until you eventually find a few clients. They think their sales process should push as many prospects as possible into a conceptual funnel. Too many people consider selling professional services a linear, step-by-step process. ![]()
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