Reception Furniture Purchasing? 7 Key Straight Talking Questions To Answer Before You Buy

If you have sales experience you are likely to find the following challenging. This type of straight talking is not common in the usual sales pitch. However I have become convinced that there is major power in having the type of honest conversation with prospective clients I am about to describe and that this forms the most secure basis for any business relationship.

Because we are in unsettled times and the economic crisis has challenged and affected the whole Western world it is essential that all serious organisations make every minute of every hour and every financial investment count. Wisdom and right decisions will not only establish prosperity for the individual business but for the whole economy.

With this in view we, at Ken Rand Partners, have formulated a seven step guide to establish a robust and worthwhile relationship between customer and supplier. This guide addresses the key questions which, at some point in the purchase or sales cycle will have to be addressed, either openly or by one or both parties independently. This guide originates from an excellent book entitled "High Probability Selling" written by Jacques Werth and Nicholas Rubin and we thank them for the excellent content which has spelled the route to successful relationships within our business.

Addressing the right questions early in a business relationship forms a level of trust which does not otherwise exist. As a result better relationships are formed and a much greater potential for a successful final outcome.

Because the product we most often design and supply is the Reception Desk, our sevent key questions focus around this, however these questions can apply to any product or service as the issues are essentially the same i.e. of establishing productive business relationships. Failure to visit essential issues address these issues during the negotiation process can result in both parties being open to misunderstanding and abuse.

When looking at these questions it is important to honestly examine each point. Each answer should indicate whether a relationship should progress or cease and in any business deal, if it has to cease the earlier in the process this happens the better for both parties. So to the questions:

1) Explain why you NEED new reception furniture.

2) What motivates your want for changing your existing reception of installing a new reception? (this is about desire rather than demand)

3) The likely cost for a new reception desk (dependent upon the material used and the design configuration) will exceed 1000GBP per meter. Can you confirm that this falls within your budget?

4) What is your timescale for the completion of this reception? What are the consequences if this timing cannot be met?

5) When does the decision need to be finalised? What is the consequence of this deadling not beeing met?

6) What will happen if you dont proceed with purchasing a new reception?

and finally:

7) What will be your action if Ken Rand Partners fulfill all of the agreed Conditions of Satisfaction for the design and fitting of the new reception?

These 7 questions comprise an honest straight forward basis for both the supplier and client to establish trust and solid relationship and assist towards a mutually successful relationship. High Probability Selling involves a number of further stages which provide for that relationship to develop and benefit all sides in any agreement. Most importantly, the whole process significantly cuts down wasted time for all parties concerned.

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Reception Furniture Purchasing? 7 Key Straight Talking Questions To Answer Before You Buy