“We have great history and experience with these types of projects.”
“We have extensive knowledge of the systems and complexities involved in your proposed facility.”
“We’ve been doing this for many years and have vast knowledge and history.”
Most companies can’t. They all make claims, but few can actually deliver. Unfortunately, false claims will come back to bite you because after hearing how great your firm is from the sales and marketing staff, the people on the other side of the table expect you to deliver. If your answer is “I’ll get back to you in two weeks,” you’ve instantly lost the credibility that you worked so hard to establish.
The company that wins the deal will build a relationship with the prospect before others have a chance to respond. They will build the relationship through credible, defensible responses backed by data and facts, not with arm-waving, pretty pictures, and glossy brochures. That’s fiction in your prospect’s eyes.
So will you keep talking the talk? Or will you step up and walk the walk?
