For the past few weeks, I have been busy preparing my community for its first beta program. I know I have a few interests but as I looked at their profiles in their application, I noticed a few things.

These are the people that are undermarketed, under-reached, and would be unable to respond to any North American programs unless, these programs are totally free or heavily subsidized. 

Some of them do not have a credit card system or functional online payment system in their countries.

Some have no means whatsoever to afford any continuing education or coaching support.

Some have a variety of outstanding responsibilities and will not have the time.

Some will have it for later and for next year.

This is the reality of the market. I am continuously listening and reiterating to determine what seemed to be the best course of action, the best product, and the best market and for the right value.

If you're not listening to your market, you're listening more to yourself, which is the default position.

There is no first-time got-it-right kind of way. Everybody's adjusting and reframing.

​What are you reiterating today? What is this reiteration based from? 

I have heard this several times, and every time I know exactly what's going to happen next.

But, your rate is high.
But, I just don't think it's the right timing.
But, we are having a major reorganization right now.
But, we just hired two people full time for this.
But, I just don't know if we have the budget.
But, I can't guarantee you she would give you time to meet.
But, I'm not the decision-maker here.
But, we hired two consultants recently.
But, I have to consult first, figure out what we want and get back to you.
But, the Board decided we will do  x,y,z first before taking this process. 

Excuses. Excuses. Excuses. When you don't want to buy,  there are many reasons. Some are valid enough, and some are concoctions to get the person out of the door. It boils down to trust.

For the seller, build trust no matter. Relationship comes first. 
If they're not the right buyers, walk away with your head high. 
​

We are all buyers, clients, customers for various goods and services. Recently, I encountered three vendors for the service I would like to get. The three vendors operated in various ways to get the sale.

The first one was the patient type and to a certain extent, the friend of the customer. He was understanding, knew his products very well, and listened intently. He was there at every stage of the process. During the final negotiation, he presented a impossible barrier for the customer to decide to buy from him. He wanted an upfront payment for the preliminary assessment so that he would know what solutions he can offer!

The second one was also helpful in the beginning. When it was time to get serious, he pedaled back, wanting to build a more trusting relationship with the customer. He wanted to prolong this 'trust stage' so he would know that the customer will surely buy from him. Instead of presenting the most credible solution and addressing the need of the buyer, he wanted to 'test' the buyer first!

The third one was a non-nonsense vendor. He stated his methods, prices, and his approach to the solutions. But at the earliest stage, he started criticizing the customer for the state of his affairs. He was also saying that after he was done with him, expect that there will be more work (costs) to be done. His contract was one-sided, all provisions pointed to his risk mitigation. 

All these three vendors were successful in helping the buyer not to buy from them. Their perspectives were self-centered- to protect themselves at all costs. Instead of helping solve a need upfront, they relied on their tactics and methods that backfired. 

Contrast to this one vendor. He didn't care about the trusting process, the 'fit' between customer and vendor,  stated his methods and explained his fees. He was consistent, on-the-ball, and no drama. When the customer talked to him, he was assured, well-versed, and credible. He didn't promise the moon but the way he would approach the project was reassuring. The rest of the process was smooth and unencumbered. 

A trusting relationship is critical to any sale. But forcing the trusting relationship by rigging it do not serve the transaction. Building trust is about serving the needs of the client now (when he/she is talking to yo) and being consistent throughout all the stages of the sale. 

Is your process, communication, and projection pro-customer or pro-self-preservation?