Brianna just hung up on me

I'm at my desk working. Right now. When the phone rang, I picked it up without looking who was calling. 

"Hello," said the voice. "My name is Brianna. I need to reach the senior administrative person in your office." 

She was crisp and efficient. When she finished, it was clear she expected me to direct her to the appropriate person. So far, so good. 

"What's this in regards to?" I asked.

"An administrative audit. Would you please forward my call," she replied. It wasn't a question, but a command. 

"Can you tell me a bit more?"

"Just one minute," she said. I waited 5 seconds, 10 seconds, 30 seconds. I heard papers ruffling in the background. 

I thought maybe I'd get transfered, but Brianna ultimately came back: "I'm with XYZ company. I need to send her some important information regarding critical administrative issues." 

"I'm sorry," I said. "Can you repeat that? (I was taking notes). After she did, I asked, "Such as?"

Clearly her employer hadn't prepared her to deal with all these questions. She hung up on me. 

LESSON TO BE LEARNED

What I asked was not out of line. It was a typical prospect request. But poor Brianna wasn't ready for it. 

If you want to be successful in sales, you need to be ready for all possible sales contingencies and practice how you'll handle them BEFORE they occur. 

Photo from Tashajean123 at Flicker

Comments

[AK Works]

Absolutely agree with this. Brianna was trained by some pushy sales person who told her - Be commanding, show who's boss. Except the salesperson is NEVER the boss.

The best sales I've ever made were conversations where I discussed meeting their needs. The best contract renewals and upsells were where I showed them the value of our relationship.

[Bill]

Poor Brianna. Needs to read "Selling to Big Companies" and free herself.

[Supra TK Society]

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