Source: REPLACEMENT CONTRACTOR Magazine

By Clark Adams

During the sales presentation, the client mentions that the work must be completed by a certain date. Now what? Since we rely on a manufactured product and don't control delivery times, there's a chance that we won't be able to meet that deadline.

Deadlines come in two forms. One centers on an event: “I have to have these windows in before the wedding reception in five weeks.” The other is a trust and credibility deadline demanded as a sure-fire way of guaranteeing performance and timely completion.

The first is very real. Timing is everything here, and if you can get those windows in before the wedding reception, this can be an effective closing tool. The second is the customer's way of trying to assure performance and maintain control over the project. It could be for many reasons, including past experience.

If the customer suggests a deadline, find out if it's tied to an event or if it's actually a trust issue. If it is an event, and the deadline is fairly far down the road from a production standpoint, indicate that it shouldn't pose a major challenge. Then move on with your presentation. It's important to acknowledge and then postpone the deadline issue to the end of your presentation, regardless if it appears real or not, even after price and terms have been discussed.

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