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