| 217;s the question that everyone hates to be asked | | | | get what you want, then you realistically need to know |
| – or more importantly hates to answer – | | | | what you need. If you are open and frank with a |
| “What is your budget?”. When the sales | | | | supplier and give them an opportunity to find what you |
| person on the other end of the line asks you this | | | | need then the odds on you getting what you want are |
| it’s not always a bad thing. The immediate | | | | that much higher. |
| reaction from many people is to assume that the | | | | It sounds like a very obvious statement, but how many |
| person asking is being mercenary and the question is | | | | times do we say we want something ‘stylish, |
| designed to deign if you are worth talking to, or if you | | | | good quality and contemporary’ when what |
| are a cheapskate. True, there are people that ask for | | | | we really mean is ‘cheap’. If you had |
| that reason – and you are better off hanging up | | | | asked for a glass desk for £200 instead of |
| there and then – but for the most part it’s | | | | asking for a ‘good quality, stylish glass desk on |
| a genuine question. We all have a fear that if we say | | | | a sensible budget’ then you wouldn’t |
| £500 is the budget – that the sales | | | | have been offered the various solutions for |
| person will make the item be £499 (when 60 | | | | £600 that your supplier has just come back to |
| seconds before it was £399). Or that you will | | | | you with. You end up feeling that he hasn’t |
| be losing out on your bargaining chip if you answer | | | | been listening, and he feels that you are wasting his |
| honestly. Equally sometimes we have no idea what | | | | time. He could have saved your time and his with a |
| the budget is, or needs to be! How often have you | | | | frank conversation in the beginning. He would have |
| purchased a multifunction colour laser, multiple paper | | | | concentrated his efforts on showing you glass desks |
| supply, self lubricating, portable printer? Not often | | | | at between £150 and £300 – and |
| anyway – so how the hell am I supposed to | | | | likely would have come up with the goods! Perfect. |
| know what the budget is? | | | | Of course you need to find a supplier that matches |
| But sometimes you need to understand why they are | | | | your own values in business – and it’s |
| asking. If you imagine that a good independent office | | | | rarely the ones that boast about being the very |
| furniture supplier would have perhaps 150 ranges to | | | | cheapest. If you want a supplier that offers good |
| choose from – and with an individual desk | | | | value, good service, and professionalism then you need |
| ranging from £60 to £5,000, you can see | | | | to look for certain things. An informative website that |
| why they ask the question. They need to know what | | | | focuses on product rather than price is a good start. A |
| ‘ball park’ you need them to be in | | | | friendly and helpful response to a telephone call is |
| – although this may be answered by the other | | | | another. |
| questions that a good sales person should be asking at | | | | An ability to listen is probably the key to a good |
| the same time. | | | | business supplier – but an ability to speak is a |
| The key with building a good relationship with a supplier | | | | vital ability on your behalf as the customer. As Bob |
| is communication. And like life in general you | | | | Hoskins in that awful BT advert in the 80’s said |
| can’t start a meaningful relationship based on a | | | | “It’s good to talk”. |
| lie – or an untruth at least. If you really want to | | | | |