We market in a specialized area -- the construction business. So you can imagine how rough many of my buyers are, both physically and verbally.
By the way, I'm a 47-year-old woman.
I get a guy on the phone -- the president of one of the largest insulation distributors in the country. I begin offering some quick financial strategies, and he agrees that my ideas are solid. He asks some specific questions that indicate that his thinking and money concerns are in line with some of our solutions.
Yes! I am getting in with a huge client! So I start doing a mini-pitch for our products -- and I'm stopped dead in my tracks.
The president says, "That's all fine and dandy if you have knowledge to share. I'll meet with you. But if you come in here and it turns into a sales call, I will have you physically removed from this office."
I'm furious. Obviously, I'm calling to sell something, not be his personal consultant.
I simply say, "Look, I have been a recreational bodybuilder for the last 30 years. So if that's what you have planned, you'd better pack a lunch and bring some of your friends -- if you have any."
Well, of course that comment pretty much ruins my shot at a sale. I chalk it up to the saying that "not everyone is a customer" and let it be. But what a crock for someone to operate like that and treat a salesperson that way. Sales professionals are the lifeblood of any organization and deserve a bit more respect. I actually kind of wish I had gone there and just tried my luck -- at least it would have been a nice afternoon workout!
The Moral: Funny situation, interesting problem. Rachel had one job on that phone call: Get the appointment. While you can't trick someone into sitting through your presentation, you should remember to maintain your focus in each sales interaction. You got the guy on the phone, now get the meeting.
So what is your goal for each sales conversation? Do you decide before it occurs and stick to your plan? Set a happy ending for each piece of your selling puzzle. You'll complete more of them. And that is exactly what the bodybuilders of the sales world excel in -- staying strong and focused on what they want.
Sales from the Dark Side is compiled by speaker and trainer Dan Seidman. For more tales, visit www.salesautopsy.com.
