Clip: From Sales Demo to Alignment

Next stage is demo. So presenting the solution, and to me this is it starts with presenting the business case. Here’s what I’ve learned. Here’s the financial implications I believe I can have for your business here’s how my solution aligns to what you’re trying to achieve. And Scott I’ll tell you this is the stage where I walk away if there isn’t that level of alignment. And that’s actually the next step is alignment. So once we do the demo. Once we review all of that information. And we show how our solution can map to their pain and the implications of it if we’re not walking away with the client at that stage saying we agree let’s explore this more. We’re pretty close if we don’t have alignments. That’s where I will often walk away from an opportunity or just let the client know hey you know my job as a consultant I have gone in we’ve evaluated we’ve presented what we think we can help and we’re not aligned with the end result here. So let’s not spend any more time on it together because I’m sure there are other people out there who can help you with this and I frankly believe they we’re not the best fit. And that saves… I get a lot of respect from clients from that and it saves me a lot of time and frankly it’s a win win for the client and my organization.