You may remember me writing about the Quincy compressor I recently sold, and how it was a difficult item for which to find a buyer. During the four months it took to find the buyer, I had to do research on product specifications, lower the price, and make sure I was targeting all the key words.
When I finally did find the buyer it was not as easy of a sale as one might think. After the prospective buyer inspected the product, he explained that he needed a certain output and this particular item was a little shy of what he needed it for. After this statement, the first thought that crossed my mind was, “Damn. Back to the drawing board.” But, I did not verbalize this fear. The buyer contemplated for several minutes. He finally said, “I could make this work, but it’s going to require some work and parts.” 10 minutes later, we had agreed on a fair price for the compressor.
The lesson to be learned is that silence is useful, and to not assume that a sale will not pan out. In spite of our assumptions or concerns regarding a sale, the expression “silence is golden” often does translate into a positive transaction.
Drew Patterson, MBA