Home > Ideas > Are you reading the signs?

Are you reading the signs?

Got back to base-station today after a satisfying 5-day business tour – while I achieved a lot in those 5 days the travel took a heavy toll on the system. In recent times the body has not been able to keep pace with the mind; a bad back that keeps saying “Slow down! Don’t rush about like you used to in the past.” And when I don’t pay heed, things come to a grinding halt. The system just let’s go and then only a spell of treatment or medication is the only recourse. But I rarely permit the situation to deteriorate to such an extent.

It’s a bit like that for the customer – they use machines or run processes as if they were meant to go on forever; the folly is often realized a bit too late – the gravity of the situation is acknowledged only when the whole system collapses on account of overload; people often wonder why machines that used to run smooth for 18 hours breaks down when it’s kept running non-stop for 24 hours days on end. After all they paid for it and it has to work on demand!

The pain that I feel can be on account of physical or mental fatigue – only a specialist can diagnose, reveal the cause and prescribe the right solution.

Sales Professional need to use the same approach with their prospects – they have to spend time to understand what’s going wrong – either forecast the problem sufficiently early or point out what’s already amiss, with proper justification.

Customers still may not be willing to listen because any slow down or stoppage for repair or alteration would mean drop in productivity and revenue too. It’s then up to smart Sales Professionals to take on the role of the expert or consultant and predict issues that lie ahead if the present course is pursued by the customer.

Issues are often ignored because it is not hurting – it’s just a minor niggle or an occasional irritant; they need to be told that this could aggravate into a breakdown or collapse. It’s similar to people avoiding a tetanus injection when they get cut and later ending up in hospital with a more serious issues.

As Sales Professional we need to point out to our customers the dangers that are slowly creeping up to smother them –if the symptoms are heeded to sufficiently early the problem can be quelled before it hurts them.

Read the signs!

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  1. April 17, 2012 at 6:31 am

    I liked the analogy…gave me something to ponder about. I think I treat machinery with more respect than my own body! Lesson learnt:)

    • JayadevM
      April 17, 2012 at 6:47 am

      Many of us tend to do just that, Raji!

      Somehow money spent is considered the indicator of value … A sign of the times we live in …. and it’s also time for a whole lot of us to change our outlook!

      Thank you for sharing that thought.

  2. Jamy
    April 19, 2012 at 7:54 am

    Great analogy indeed Jay!

    • JayadevM
      April 19, 2012 at 8:41 am

      Thanks! Can’t miss that one .. it keeps reminding me all the time.

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