Feb 10
10
On Friday, February 5th the DC area was hit by yet another snow storm, after 3 days of continuous snow we were left with icy roads, slippery sidewalks and sore backs trying to clean the driveway. With the start of a new week, we dreamt of sunny skies, flip flops and ice cream, alas that only thing we saw was yes more ice and snow with the second round of snowmageddon. We stayed inside, locked the doors, pulled the curtains and pretended it was still sunny in DC.
As I sat with my morning coffee complaining about the snow I realized, snow and bad sale pitches have a lot in common, here are my thoughts:
The flurries: Much like any sales pitch it sounds good in the beginning, the potential customer likes to see the passion you show for the product/service you are selling and is willing to give you time and attention, much like the beginning of a snow storm.
The Snowball fights: As time goes by, you even decide to try out the product, much like going out for a snowball fight.
The Clean up: You like the product to the point you work on building a good relationship with the salesman, like putting in an effort to plow the driveway or roads.
The residual snow: Then, like a bad snow storm, the salesperson just doesn’t know when to back off, it keeps calling, emailing and stalking you to force you into making a decision.
The icy melt: Like a pile of three day old snow, the product/service doesn’t appeal you anymore and the mere sight of it irritates you.
Round 2 of Snowmageddon: Just when you think you have ditched the salesman, like the blizzard of 2010, you are hit with the sales pitch all over again.
So what has the blizzard of 2010 taught me?
- Believe in your product/service and others will believe in it too
- Sell a solution not a product/service
- Tailor each and every pitch to the client, do not have a set cookie cutter method
- Give people space to evaluate your product/service, if it’s good, they will come
- Send gentle reminders
- If you make a sale, go out and celebrate
- If it doesn’t work, retreat graciously
- Stay in touch to remind the potential clients you are still here as a prospect
- Move on to the next sales pitch
Good Luck with the snow storm and getting through your next sales/negotiation!
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