| Hopefully, it has been awhile since you received | | | | to listen and what they are talking about. They'll |
| your last telemarketing phone call at home, but | | | | be able to hear your "pain" and solve it with |
| I'm sure you remember the days when your | | | | specific features of a system. If they can't solve |
| phone used to be plagued by those unwelcome | | | | your pain using your language, dump them. They |
| phone calls...especially at dinner time or 10 pm at | | | | do not know what they are talking about. |
| night. Truly, the last thing that any one of us | | | | Second, you need to be heard. If they're talking |
| really wants is to be bowled over by an | | | | 98% of the time and you're at 2%. They are not |
| over-zealous salesman and especially not a lousy | | | | that interested in solving your problem. They are |
| over-zealous salesman. Death to all salesmen, | | | | interested in taking your money. Here are some |
| right? | | | | tell tale signs that they are not listening to you: |
| Well, not necessarily. | | | | - No matter what problem you throw at them, |
| Good salesman provide a service and solve our | | | | their answer is that that their product solves your |
| problems. And when it comes to time attendance, | | | | product (and then some). "We automate the |
| there's not a lot of information out there to help | | | | process...help with documentation...offer huge |
| you navigate the waters on your own. So, in the | | | | flexibility...have awesome software...get our |
| case of solving your business' time attendance | | | | customers from bigger competitors....." And this is |
| needs, a trusted salesman is a good idea. | | | | the answer to you simply stating that you would |
| How do you find this trusted "good guy" salesman | | | | like to eliminate buddy punching. This is |
| to be in your corner? | | | | not being heard. This is being bombarded. |
| First, you need to know what problems you are | | | | - They cannot identify how their product does |
| trying to solve. Any good salesman will ask one or | | | | not meet your needs as well as another |
| more of the following questions to identify your | | | | competitor when asked. An honest salesman |
| needs before offering any solution (and despite | | | | knows their product and knows their competitor's |
| any claims out there, there is no one size fits all | | | | product. More importantly, their goal is to solve |
| solution). | | | | your problem. When you find the guy that does |
| - Do you know what type of time clock or | | | | this, keep him around. He's worth his weight in |
| attendance solution you are looking for? This | | | | gold. |
| gives them a chance to identify whether or not | | | | - They talk about their attendance system's |
| you've solved your own problem. They're also | | | | abilities as though there is nothing better on the |
| able to identify how much help and follow up you | | | | planet. Like a dog marking its territory, they just |
| will need. | | | | cannot help themselves. You have this problem? |
| - What type of business do you have? This will | | | | Lifts leg. Solved. Oooh, this one too. Yet another |
| give them some general background information | | | | leg lift, solved. |
| as to the type of employees and employee | | | | - BOTTOM LINE: If they are not having a |
| scheduling that you have. Real experts in the | | | | conversation with you, they are not listening. |
| industry will know which system work best with a | | | | Finally, get them to write down their promise to |
| manufacturing company vs. a small retail store. | | | | you and hold them to it. Behind every time |
| - How many employees do you have? Some | | | | attendance system sold is a salesman's promise. |
| time clock solutions do not scale large enough | | | | If that solution doesn't deliver, hold them |
| for companies. If you ask for a mechanical time | | | | responsible. It's their responsibility to make good |
| clock and you have 500 employees, they'll | | | | on their word. And when they do, thank them |
| probably want to direct you to another system | | | | and reward them with follow up business, |
| that will result in fewer headaches and greater | | | | referrals or written testimonials. You can never |
| savings for your company. | | | | have too many "good guys" in your corner. Now, |
| - What specific problems are you having right | | | | go cultivate them! |
| now? This is where they prove they know how | | | | |