Page 66 - TCDB combined Book

42 The Complete DESIGN-BUILDER

Client Types:

Unconcerned Type:

This type of prospect can be the easiest personality to deal with
throughout the sales effort. Unless the reason for the prospect behavior is fully
understood, we suggest that a calculated and detailed proposal be used. This
type of buyer will often be more prices conscious and repeatedly explain that he
is relying on your experience when he is asked for agreement on certain
matters. Usually this type of prospect will not appear as interested in your benefit statements or
how his objections are handled. This type of prospect will use your competitor proposal as a tool
in bargaining for a lower price. It is important that a joint review of the complete detailed
contract and scope of work be carried out before closing a sale with this type of prospect.

Client Types, General:

The reason for outlining different personality types is to show client variety. What may
work on one sales effort might not work on another. Be prepared to customize your sales
technique to suit the individual prospects encountered. We are not suggesting compromising
your principals due to a certain sales situation that may be presented, but flexibility is important.
Assume that all and anything is possible and always attempt to sell directly to the decision-
maker. Your sales approach and technique may require modification when dealing with a
representative of the Project Owner. Beware of agents or go-betweens but do not go over your
Client’s contact head without his knowledge, unless prepared for the eventual outcome. All
client personality types outlined are based on many years of sales experience in the field and
point out that identifying types of clients is a subjective matter. It is important to not make quick
judgments or jump to conclusions when identifying personality types.

Prospecting:

The old adage that “nothing happens until someone sells something” is still very
true today. The ability to extract the really live prospects from the not so live
suspects becomes a most important task in ensuring your valuable time is spent
effectively. The main objective will always be to work on the projects with the best
possibility of going ahead and be successful in closing the Sale on these particular projects.
Reality tells us that we will not close the sale for all the projects we submit proposals on. Our
goal will always be to not submit a formal proposal unless we have a calculated chance of
closing the sale.