A Blown (Sales) Call

So this salesman walks into a bar...

Wait, it wasn't a bar. A salesperson was in my office the other day. He was doing a good job, asking me questions about my needs, answering my questions about the products, and so on.

Near the end of the conversation I asked: is there anything I should have asked you that I didn't?

He told me that a lot of other people want to know about him and how long he's been working at Company X. He launches into a story about how he used to work for another company (Company Y) and he was bidding on a project against Company X.

His proposal was for $25,000 while Company X had a solution for $250,000. He walked out to his 10-year old Honda and the other guy, who happened to own Company X, walked out to his late model Ferrari. It was then that he knew he was working for the wrong company.

Meanwhile--although I could tell he was enjoying (re)telling this story--all I could think was, "I don't want to pay for another man's Ferrari."

There's nothing wrong with a successful business person buying the car/house/yacht of their dreams. However, it's not what you want to be talking about during a sales pitch. (But you knew that, right?)

I know that I've been guilty of this sin before. (Not the owning-the-Ferrari thing, but you knew that, too, right?) Sometimes, instead of focusing on our prospects we start talking about ourselves, our company, or something else we're particularly proud of. The prospect cares nothing about these things. She cares about herself, her company, or something else she's particularly proud of.

You can tell her about your Ferrari after you've gotten the business. And maybe not even then.

Keep the focus on your prospect and you won't sabotage your sales call.

Rich Brooks
Ferrari-Free Since 1968

Tags: Ferrari | Sales Calls | Selling

Comments

[Mike]

I guess I'll have to quit showing the pictures of my really fast car, my big green mower and my really large yard in my gated community if I want to sell more stuff to the masses, huh ?

[Rich Brooks]

Mike,

We all have our cross to bear....