The Secret to Successful Sales
Posted by Ellen on April 26, 2008
Sitting in a coffee shop on Friday with a representative from a company that has developed a content management system, I heard him say something toward the end of our conversation that floored me. After an hour of show-and-tell on his company’s system, I was pretty sold on it. I was in the midst of calculating the ROI in my head when he mentioned a free alternative.
Yes, FREE. It wasn’t available yet, but would do what his system does, and would probably suit our needs.
Was I hearing correctly? Was he steering me away from giving him money?
Yes, in the short term, maybe he was.
But in the long term, he solidified his credibility and cemented my trust in him. And anyone in business knows that the relationship is always more important than the sale.