“Embarrassing I tell you, embarrassing.”
So said the red-faced salesperson sitting in front of me when I asked, “How does that make you feel?” He had just been blind-sided for the umpteenth time but this one hurt the most.
He had been working hard with a “top tier” prospect for a number of months. A prospect that, should he win, would have the top brass at his company finally taking notice. He was told by the prospect that the deal was his, “we only need to cross the t’s and dot the i’s.” His wife was eagerly planning a long overdue special trip to celebrate the achievement. Then, the prospect hid.
My new client told me the phone call – when it finally occurred a week later – left him reeling. “I was numb the first hour and then faked an appointment so that I could just get in my car and drive. What will I tell my boss? My wife, oh my gosh, my wife!” He felt panic. His stomach hurt.
He knew the second the prospect started talking what he would hear: “We’ve decided to stay with our current vendor. We’re sorry to do this but they came back with an incredible price and sweetened the pot with terms we need and free shipping for the life of the contract. We couldn’t say no. Sorry, I personally really liked what you guys had to offer and if it was my choice…”
“I didn’t hear the rest, Tim, I just kept thinking, how? How could this have happened? It was a done deal. And then my mind just started going all drama and bitter.”
As his new sales trainer I couldn’t have been happier. This was, as my good friend, Dr. Rob Bell, says, “A hinge moment.” A game-changing moment that is necessary in order for growth to occur. A thoughtful strategy will make his headache go away once and for all.
The “forgotten conversation” was the one that discusses – BEFORE closing the deal – what happens when the current provider shows up and, fearing the loss, drops to his knees and begs. They’ve only got one move left – lower the price! Folks, you know what happens to YOU when you’re about to be canned – you become desperate. Justifications render your brain stupid. You’ll do A-N-Y-T-H-I-N-G.