Читать книгу Never Say Sell - Tom McMakin - Страница 61

Almost by definition, if we have engaged with a client, the client must have been ready and had the ability to pull the trigger on a contract with us. The company was prosperous enough to enable an engagement and, importantly, the project lead inside the client company was personally ready to tackle a new initiative and had the support of his or her boss.

It's a mistake, however, to think just because the ability and readiness stars aligned in one division of the company, they similarly align in other divisions – even if we are trying to engage with someone who is the functional equivalent of our current buyer. Likewise, we can never assume that just because a client was ready and able to engage with us around one of our service lines that the client is equally ready and able to engage with us around other service lines.

Hurdle 6: Clients need to have the resources and bandwidth to take on new projects. That they are ready and able to engage with us on one project doesn't mean that they are able to engage with us on a second, related project or that their peers in other parts of a client organization are similarly ready and able to engage.