AJ Helps Me Win an Order Today
It's late and I'm going to forgo posting the press releases for tonight, thinking I may wake up early and play catch up with posting those press threads.
The Catch Up
I've been able to catch up on my daily job and had four on-site appointments today. All of the appointments were with existing accounts. One appointment stands out among the rest and that was with an existing account that has two leases from us. One of those leases expired months ago and other lease expires soon.
I met with the principal about the first device months ago and I was not able to secure the upgrade. The client opted to go the route of letting the lease go into renewal. I was not going to press the issue since there was another lease coming due. Thus I opted to let the ball travel which seemed the right thing to do.
Today's Appointment
The appointment today was to make the principal aware that the second lease is expired. I set the appointment with the expectation to the client that I had a creative idea to save them money. With a looming recession, almost every client is interested in reducing costs while retaining the value of support and service.
Issues Going In
The account has been a good account for me because they fit my model for companies that I want in my portfolio. At times and probably most times our principal can get off track with distractions and be in a bad mood more times than not.
Thus my first objective was to set the appointment late in the day when the hectic day to day distractions were passed. Today's appointment was for 4PM, thus I was hoping to have a leg up on getting the principals full attention.
Waiting
I found my self waiting in his office alone for fifteen minutes or so, during the time I was able to view the pictures an photos on his wall. There were three awesome pictures of the principal with his three grand children and family members. Since I'm a grandfather as well, I could relate to the pleasure that my grandchildren (both daughters bring to me). Remembering that our principal can be ornery at times I had a plan to get us both in the right frame of mind.
Meeting
After the hey you doing's, I took the lead with asking about the names and ages of his grandchildren. One was 11, he other was 7 and a new baby of seven months and then our principal told me a cute story about a call from the 11 year old. As grandparent we do enjoy talking about them and the joy that they bring to us.
Now it was my turn, I stated that yesterday was my birthday and AJ (my also 2 year old and her mother send me a birthday video). I took out my phone and we both enjoyed watching AJ wishing Pop a Happy Birthday!
The law of commonality was in full swing and the two of us had cleared our minds of the past happenings of the day. Yes, we were both in a good mood.
After 20 or so minutes we both agreed on a plan to move forward with the upgrade and as I left we shook hands an the principal then placed his other arm on my forearm. The additional hand to the forearm is a gesture of additional thanks.
The Video (click the image for the video)
-=Good Selling=-
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