One of my favorite ezines is written by Dan Seidman. He collects sales horror stories and then does a post mortem on them. You can find a whole collection of them on his Sales Autopsy website. I thought you might get a kick out of one this morning.
FLAT SALES: Gary's Manager Pumps Up Sales
I'm a poor rep for Pitney Bowes. I'm poor because I'm new at selling and today it really shows. I can't afford a classy briefcase so I have one of those really cheap vinyl ones. I mean really cheap, too. The wood frame was, like, balsa wood - the stuff kite frames are constructed with.
It was one of those days when you have to travel with your sales manager. He either doesn't trust you or he's training you or he's in my car, hiding from his boss. So I'm poor and cheaply outfitted and nervous as well.
We're out on calls and I'm re-arranging all the junk in the back of my car. I take out a smelly gym bag, my briefcase and company brochures and re-load it all into a somewhat organized pile.
As I pull from the curve a small thump and a crunch sound stop me. I look at my manager whose eyebrows are raised like mine.
Around the back of the car I bolt and pick up what was formerly a flimsy briefcase. It's now a splintered mess. Cheap wood sticks out of cheap, shredded vinyl and it's flat - like one of those cartoon characters after a steamroller crushes him.
"I can't believe this!" I cry, and dive back into the car with my ex-briefcase.
My manager grins and says, "Don't throw it out! We can use it. You're taking this into every prospect's office today. IT'S THE SYMPATHY CLOSE!"
So now I'm poor and cheap and nervous and stupid.
Everyone we met had a great laugh over my misfortune. The dead case served its purpose - it gained us rapport and a shot at future business with all my calls. Who would think that a dumb blunder could pay off so well?
POSTMORTEM: Gary, there's a great lesson here. The wisdom of your manager should inspire every sales pro out there to find a mentor. Look for someone who has been there, been beat up, and become successful in sales. Ask them to advise you. The mentor will be flattered and you'll be enriched by their wisdom and experience. Speak with potential advisors and ask for a regular meeting or at least a scheduled phone call to coach you. Find a mentor today - you will pay yourself handsomely tomorrow.
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Dan Seidman speaks at national sales conferences. He's a real "hoot". He's also just produced The Sales Comic Book. There is nothing like it on this planet (possibly any planet)! You get 100 free comics when Dan keynotes your event. Contact him at 847-359-7860 or [email protected].
Jill,
This reminds me of a post in your ezine in which you tell the story of your early selling days making the entire presentaion to "Mr. Prospect."
It's the blunders and disasters that really grow us (assuming we are paying attention). Many times in my early selling days I left a disastrous call thinking "well, I guess I know a new way NOT to do it. Plus, if I can survive THAT in one piece, the rest of this is a piece of cake."
Thankfulling I did pay attention and can now laugh at these wonderful horror stories and use them to mentor and train others.
Thanks for a great blog/ezine!
Posted by: Michael Stammer | 10/13/2005 at 10:06 AM