Vague goals don’t protect you

Your goal must be clear if you want the right help. You can be ‘healthy’ with the help of a nutritionist, Yogi, psychologist, or surgeon. More often than not, when I meet a potential client for the first time, their goal is vague – “more security” or “I just want it to work” – and they would like a quote for the solution.

I get it. For most people, sales is an opportunity to upsell or justify a markup. As a technology partner, the sales process is the core of the product. We are judged by our ability to clarify the goal and┬ádevelop a custom solution. If you’re sitting in a meeting looking for a technology partner, this is the product demo.

Youmust be willing to try the product (share information, get into an argument). Otherwise, you’ll find yourself on the operating room table when what you wanted was the couch.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s