Promises & Requests
There are various pattern languages used in the business of selling. The most common of these focuses on ”overcoming objections.” It is safe to assume that this system wouldn’t be “common” if it didn’t work. But it is the language of sociopathy, not the language of relationship building. For those who shy away from this Say Anything methodology, I recommend the language of Promises and Requests. Here it is incumbent upon the seller to first make a complete catalog of his or her promises. Then, as they hear the considerations of those with whom they wish to do business, they select promises from this inventory to address these Wants, Concerns and Problems. After that, requests come easy. The strength and power of your promises have a direct correspondence to the strength and power of your requests. If a person of integrity is uncertain of their promises they will hedge on their requests.
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The path to find a complete array of worthy promises necessary to secure appropriate funding for The Table was inhibited by delays and uncertain pricing. Once those variables were tied down it was necessary to rewrite the investment offering documents, disclosures, pro forma, etc. This is where we sit at this writing. It is something of a make-or-break moment. We have made commitments under the revised lease for Bethany’s Table that are integrally connected to the new lease for The Table. Permits are ready and contracts are waiting to be signed. Janet has hired her chef and they have been working together with great results. We are relying on opening The Table in order to move the entire staff to the new location while we take 60 or 90 days to remodel and expand Bethany’s Table. As I write this I am covered with sheetrock dust after a morning of tearing out wall in the yogurt shop next door in order to shrink their space and construct new restrooms that are integral to the eventual expansion.
The original plan to fund the project with a eight to ten small investors became problematic. We had some early participants – secured when we thought we had a perfect view of the world – but knowing that we are pressed to the wall makes it difficult for the next few investors to say yes, though several might be willing to be the last to fill a gap. Failure has never been an option. It’s a moment. We either need an angel or two or we need a host of small investors to all show up at the same time.
If you are one of those people who have expressed interest, or would like to have a share of ownership (and your own wine locker) in Washington County’s new hot spot, feel free to reach out and we will deliver a complete package of offering documents. If you are not in a position to participate… wish us luck!