Last week, I had asked for you feedback on two new launches I’m involved in.
2 New Launches and Dale Haeuser responded with the following:
One of the things that I would love to see on a sales blog like this is open discussion about real life selling situations that we find ourselves needing feedback on. I think we all talk about ideas and general practices which is great but what about talking about how to handle our actual sales situations. Now you are probably saying “Hey guy with all the spelling errors and bad grammar. Give me an example.” Well here is goes. I was in a meeting last week in which I was supposed to pitch to 1 person, but when I got there 6 more people had been included in the meeting. I didn’t do my best because I was caught a little of guard. Does anyone have any ideas of how to not only work it out, but to also thrive in that situation?This sort of thing I think would really help me to better my skills and try some new approaches. Think outside the circle if you will.
Dale Haeuser
Ok, Dale its time for SSI . . . Sales Scene Investigation where we tackle your challenge with the best freakin ideas in all the blogosphere!
Let’s back up to the point when you set the appointment. From now on ask “Who else besides yourself should join us?” This is also a tactful way to get decision makers in the room without making your contact feel like skippy in the mail room.
From now on figure this could happen at any time. Be mentally prepared.
The minute it happens (and we now know it will) change your thinking from “Oh Shit” to looking at it as a sign of interest.
Consider an icebreaker like a sing along, or burp the alphabet contest (wanted to see if you were paying attention) A legitimate icebreaker would be saying something like this. “If you don’t mind, just so I have a clear understanding of what you are each responsible for, could we each introduce ourselves with a quick sentence or two about what we do here at ABC Industries?”
Buy yourself time by utilizing an agenda statement breaking down what you would like to accomplish. While you are going through the agenda statement you can mentally recalibrate.
Take control by asking this question: “Granted I called you, what prompted you to take the meeting with me?”
Take charge by asking questions
Get them talking . . . they’ll think you are a great conversationalist!
Facilitate. When points are brought up by the others, get them to continue or expand by asking them to elaborate, tell me more, can you give me an example. Joe what’s your spin on that?
Make sure you address each one of them. The quietest ones might be the real decision maker.
Remember, there will be appointments where we belt it out of the ball park and others where we strike out. The most important part Dale is The Lesson.
Here’s to you for having the cohones to ask for help!
OK team, what are your thoughts? What suggestions do you have for Dale?
