When In Rome…

The phrase, "When in Rome, do as the Romans do" is credited to St. Ambrose who while in Rome fasted on Saturday and while he was at his home church in Milan, he did not. To observe the practices and traditions of a person or business when visiting is a form of respect and good manners. It is also important in establishing and maintaining good customer relations. A friend of mine recently cut ties with a vendor because it became too hard to do business with them. It seems that they spoke with technical computer jargon that was difficult to understand. The vendor appeared to make little effort to make the task easier and constantly referred him to other costly resources. Most people will take the path of least resistance. If you confuse them and place roadblocks in their path, they will simply go somewhere else. I believe it is the responsibility of the business or salesperson to adapt your communication and presentation to your prospective customer. In other words, speak in a language they understand. Furthermore, it is important to recognize the personality and learning style of a prospect. If you listen closely, they will give you clues to their decision making process. To ignore these clues and forge ahead with a canned script could jeopardize your success. I believe a script should be used as a guide to help you keep your thoughts organized. However, it should never replace making a connection with your prospect. One caveat. I do not believe one should ignore your own values and morals for the sake of closing a deal. A successful business man advised me when I was young that I should never have to sacrifice my personal values for the sake of doing business. I have been in sales for twenty-nine years and this rule has stood the test of time. Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen. ~ Winston Churchill Clear communications gives your business a positive image as efficient, responsive, and friendly. Isn't that how you want your customers to see you? ~ Cheryl Stephens Have a great week! Pierce