When Your Objective Is Wrong, You Frequently Lose
- sarahogburncc
- 1 day ago
- 1 min read
By Sid Chadwick, Chadwick Consulting, Inc. – 03/05/2026
Published in American Printer :”Are your teams chasing specs instead of strategy? Sid Chadwick breaks down the unseen questions that make-or-break project success.”
“It’s not so much what is said, but what is not said…”….Source Unknown
Sales Reps – both Inside & Outside Reps – we are having to “Deprogram.”
Most come to us believing the most important and primary skill sets are to get an Appointment and to “Record The Specifications Correctly” – for their Estimator to develop an accurate Estimate – for development of a Quote.
Not necessarily…!
Unanswered Questions – beyond Specifications - that can Torpedo your Project, if unknown, may include:
What are the objectives of this Project…?
What are your Prospect’s Performance Priorities for this Year...and this Project…?
Is there a Budget…?
Are there other Collateral Pieces that certain Color(s) need to Match…?
Are the Color and Image Instructions, correct…? (Are you sure…?)
Any special Instructions for Proofing and Delivery…? (e.g., Advance notice of when to occur..?)
What is the most important part for this Project…? (e.g., Press Conference at a Trade Show…?)
Has this Project, or similar Projects – had problems in the past? (Priceless information.)
How often does a Project like this occur…? (Priceless, but seldom asked.)
Is this a Prospect that we can improve their business performance…?
Should these issues be requested on your Estimate Requests?
Contact Us for a Seat at Our Next 14-Week Inside Sales Academy: June 6…!
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