Dijo que ya no tenía nada de que apoyarse para proporcionar a sus clientes una alternativa. Todos sabíamos que debió cambiar la manera de operar su negocio hace mucho tiempo. o hizo nada para corregir esta situación.
Un año después, su negocio se convirtió en un problema de $10 millones de dólares sin solución. Él y su negocio se volvieron parte de una estadística que habría ocurrido sin importar las condiciones económicas.
La economía sólo aceleró lo que ya era inevitable. Desde una perspectiva de negocios, los dueños y su personal de ventas deben buscar de forma continua los problemas de $10 millones de dólares que sus clientes tengan en la etapa más temprana posible de su relación. Sólo cuando buscamos los problemas más grandes y los resolvemos podemos ayudarnos a nosotros mismos, a nuestros clientes y finalmente a nuestra economía.
Nuestro diálogo con nuestros clientes debe ser tal que descubra la situación real del negocio que ha enterrado dentro de sí el problema más grande (y la oportunidad).
Es entonces que podemos cuantificar la situación con la pregunta directa al cliente: “¿Cuánto le está costando el problema?” Si el problema en dólares es una cuestión menor, podemos continuar con nuestro camino. Si el problema que tiene el cliente es grande, en el rango probable de $10 millones, entonces podemos tener una conversación interesante.
Entre más grande sea el problema, mayor será el valor en dólares por resolverlo.
El personal de ventas, moderador o proveedor de soluciones tiene la enorme oportunidad de ser decidido y efectivo al ayudar a descubrir el tamaño del problema primero y después implementar su solución.
¡Vayan y encuentren su problema de $10 millones de dólares hoy!
Rocky Romero ofrece asesoría a negocios y es el presidente en Illinois de la Red Nacional de Vendedores Hispanos.
10 Million Dollar Problems by Rocky Romero
In
the past two weeks, I have spoken to two business owners that have gone out of
business. They both were closing their doors on the subsequent Friday after I
spoke to them.
I
spoke with one owner a year ago and he told
me that his business was in jeopardy then. Margins were very low and his
clients and customers were buying from larger organizations. He had nothing
left to fall back on to provide for his customers as an alternative. We both knew he should have shifted his
business long ago. He took no action to correct this. One year later, his
business became a $10 million dollar problem without a possible solution. He
and his business became a statistic that would have occurred regardless of the
economic conditions. The economy just expedited what was inevitable.
From
a business perspective, owners and their salespeople must continuously search
out for the $10 million problems that their clients have as early as possible
in the relationship. It's only when we search out the bigger problems and solve
them, that we help ourselves, the clients, and eventually our economy.
Our
dialogue with our clients must be such that we uncover the realistic picture of
their business which has embedded within it the bigger problem (and
opportunity). We can then quantify the situation with the direct question to
the client, "What is this problem costing you?"
If
the problem is minor in dollar value, move on. If the problem that the client
has is major, possibly in the range of a $10 million problem, then we can have
an interesting conversation.
The
bigger the problems are then the higher the value in dollars to solve them. The
salesperson, coach or solution provider has a tremendous opportunity to be
purposeful and effective in assisting to uncover the size of the problem first
and then together implementing the solution.
Go
find a $10 million dollar problem today!
Rocky Romero is a business coach and strategist to business
owners and leaders. He is a principal in Profit Coaching,Business Mastery
Institute, and ProfiTuit.
