Suddenly gripped with a vision of what I wanted from his company, I seized control of the conversation and asked the salesman whom I should talk to about my idea. He was startled, of course, that I was turning the tables in the middle of his presentation, but he complied. A few calls later, I was speaking to, and pitching a guy, who after hearing my idea volunteered, Your timing couldnt be better! I love that phrase, because it symbolizes what is tremendous about selling, especially when youre doing it, unconventionally. When you take the initiative you literally make things happen. You create something where there was nothing. You amalgamate the most intangible things we know, a goal, a concept, your words, a telephone connection, and the next thing you know, youre doing business with a person who was a stranger, mere seconds before. What can be more exciting than this? An artist, who rummages for discards and then assembles this erstwhile junk into something interesting or beautiful, is no more creative than you are, at such a moment. The key to all of this joy and success is to be prepared to pitch anybody, at anytime. Im really fond of taking calls that are made to me, and injecting into them my own agendas. There are several advantages: (1) You can find out a lot about the company that the caller represents because salespeople are talkers and you have one on the line; (2) As the callers perceived customer, hes going to be more polite and patient with you as you do the Vulcan Mind Meld with him than he would be if you had actually phoned him; (3) If youre really persuasive, hell do a hot transfer on the spot, connecting you with someone who can provide even better information as well as tips for selling to the firm; and (4) Youll sound loose and relaxed, because youre sailing in their wind, and you know it. Win, lose, or draw, turning the tables is great practice, and it pumps you up. Youll know youre getting pretty good at it when you start hearing, Your timing couldnt be better! Dr. Gary S. Goodman 2006 |
