Tag Archives: Top 10 Principles of Selling

Has this ever happened to you? The Bizarre Nature of Sales

customer-magnet-1019871You’re a smart person and I seem to see this phenomenon all over the place, but I haven’t yet been able to explain it. Got any ideas?

So, I’ve been working with a really great guy the last few weeks. His name is Scott Rabinowitz and he runs an absolutely phenomenal business.

He is the consummate pro and a huge value to his customers.

Business is good, but he’s interested in growing it 10x the size it is now.

So, he got in touch with me to see if I could help. He knew he should be prospecting more, but wanted some ideas about professional approaches to reaching out for new customers.

Together, we brainstormed (actually, don’t tell him, but he did most of the hard work) and came up with an outreach approach that he could really get behind.

After one week of trying his new approach, I phoned him up to see how it was going.

He said, “Well, it was going fine, but then I got behind on my prospecting activities because the most BIZARRE thing started to happen.”

“Oh,” said I. “Do tell.”

Continue reading Has this ever happened to you? The Bizarre Nature of Sales

#TBT – OWN UP! How Vulnerability Makes the Sale

rsz_sad-316424This is an article that got a lot of love back in 2012. I still hate reading it, but it worked so well, I just have to share! Love it UP!

“Ever had that one client, that one boss, that one family member that EVERYTHING you do with them doesn’t work? No matter what they need, you screw it up?

I had a presentation with THAT customer today! 

Today I had a presentation in the last stages of a competitive bid for an important contract.

EVERYBODY was on the phone.

The Executives, the decision-makers, the business unit people, the purchasers. EVERYBODY.

This presentation went the way all of my other interactions have gone with this customer. Wild technical difficulties to start. Fumbling my words. Stilted maneuvering through the product I was demonstrating. It’s been like this since the beginning…

A fun history

It’s been a train wreck the whole way through.

My first meeting with them I had to cancel because I was driving to see them mid-winter and I couldn’t get out of my neighborhood, the roads were so bad.

In my first presentation with them, they were ALL ice cold. I could not get meaningful eye contact with any of them.

Submitting my proposal – well, that went OK.

The technical call with my Senior Vice President of Product Development and their whole team – I was a FULL eleven minutes late to the call (unprecedented).

This last presentation – just BARELY ran at all and BARELY got it done in the time allotted.

OY! 

I was disenheartened after this call. It was my last opportunity to make a good impression. But, here’s the thing. We really do have a GREAT solution for what this customer needs.

What’s a girl to do?

My first inclination was to let it ride

I had done what I had done. It was over. RIGHT?

Then, the scary move

I wrote to the icy-est (is that a word?) business analyst. I wrote (paraphrase):

“Have you ever had that ONE client, that ONE boss, that ONE family member that you could never get it quite right with?

“For some odd reason your company seems to be that for me. I apologize for the technical difficulties I put you through. My presentation was stilted and I hope I didn’t put everyone to sleep. In nine years, I have never had this experience of everything going wrong. I hope that people can let the great products and services shine through, in spite of my bumbling. Is there anything else you need from me?”

I HATED looking this ridiculous, but you know what happened? 

This Icy person sent me a warm email. She said “The technical difficulties didn’t bother any of us – it was a simple thing to manage. I have passed your email to the head of purchasing.”

Two birds with one stone!

Pretty cool! Not only had I been a “human” with the business analyst, but she gave me the opportunity to be a “human” with the purchasing person, too.

We might just win this thing! 

We might not. But at least I can rest knowing that I have put the best possible foot forward for my company with products and services that deserve to win the contract.

MORAL OF THE STORY

Do not be afraid to let people know that YOU know that you could have done better and that you care that you didn’t do your best. People are amazing.

Love your vulnerability UP!

The Irreverent Sales Girl”

Didja ever think about THIS referral source?

I was at a CEB conference in June geared toward Small Medium Businesses and I heard a most provocative idea. Since data is CEB’s “THING”, I found it especially compelling!

They talked about how important it is to ask for referrals when you are growing your business. Nothing new here.

They talked about how much more effective we are when we’re selling to someone who was referred to us – rather than us reaching out to them cold – Yep!

They talked about how to go about the business of asking your clients for referrals. Need help with this? Google is your friend. “How to ask a customer for a referral”.

But, then they said something that really got my attention!

They showed that your absolute best referrals come from sources you might not be thinking about. In fact, these people are the best influencers in your marketplace:

  • Supplier Reps
  • Other Business Owners

Huh!

Continue reading Didja ever think about THIS referral source?