Getting the Boot

Appended below find some sales stories;

Postmortem of each story will give a learning experience;

Starting with a story on BAD CALL….

Adopt  for local situations.

GETTING THE BOOT
Jim's Tennessee Sale Goes South

Early in my sales career I had loads of proposals out to companies all over my region of Tennessee. My company (I'm making up a name to protect myself) was Best Insurance.

I was very busy and very happy. The sheer volume of work I'd poured into my territory was paying off. I was doubly delighted to get a call from the office manager of a very large trucking firm - to tell me she selected my proposal as one of two finalists.

When I asked what our next step was, she requested that I make a personal presentation to the president of the company. He would get his questions answered and make an immediate decision on which program he'd implement for his employees. I asked who the other finalist was. She said the name and I thanked her, hanging up with a huge grin on my face.

Knowing who my competition was, I drove up, supremely confident and happy that we would get the business.

I was surprised that both I and my competition were ushered into the president's office together. We were to introduce ourselves, our companies, and make a formal presentation.

With a smile on my face I began.  "Hi, Mr. Johnson, I am Jim P____ with Best Insurance."

Before I could finish introducing my company Mr. Johnson bellowed loudly "Best Insurance, hell! I've kept them out of this company for more than 30 years and they are not getting in now.  Young man you have 5 minutes to get off my property.  Who is next?"

I was so startled that I turned around and walked into the closed door trying to get out of there.

POSTMORTEM: Big employer in your back yard, never been a client in 30 years? There's gotta be a story behind that. What would you do? Great selling pros ask questions that others either neglect or can't think of. Wouldn't you be curious to know from an obvious prospect how they've never worked with your firm? When you ask assumptive questions like, "How is it that you haven't been a client in the past?" You imply that somehow, someday it's going to happen. Your next step is to ask, "Why not today?" And if the sale is at risk, the questions get riskier (you have nothing to lose). So I'd suggest Jim ask before leaving, "Are you telling me that all your decisions from 30 years ago are still valid today?" If you get a yes, be prepared to offer a counter example like; "Still ordering typewriters and 1978 Ford Trucks for your company?" You might still get tossed out, or you might gain new-found respect and renew your shot at a sale.

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Regards,

Vignesh