By Jacques Werth, President
High Probability® Selling
© 2005 All rights reserved.
A hard working salesman left his last call of the day, a large rural merchandise distributor, without making a sale. He started to drive back to the state highway on the narrow country road that the prospect’s business was located on. After driving for about 10 minutes, he hit a ragged rock and got a flat tire.
When he opened his trunk he discovered that his jack was missing. "What am I going to do now?", he thought. He hadn’t noticed any traffic since he turned on to that road. and it was about 30 miles to the next town.
Luckily, that prospect’s place was only about 10 or 12 miles back down the road. As he walked, it began to get dark and cold - fast. He assured himself that the owner of that business would be glad to help out by lending him a jack. He’d probably even drive him back to his car.
After walking some more, the salesman mused on the situation a bit further: "While the propect didn’t buy anything, in fact he hardly gave me any time, he’s probably a considerate guy. On the other hand, small town business people often don’t like salesmen, especially salesmen from the city. In fact, they are usually pretty hostile." However, in this case, he was pretty certain this guy would take pity on him.
As the salesman walked, his thoughts darkened. But... what if he isn't such a nice guy? What if another salesman ruined it for him by ripping off this business owner and selling him some bad merchandise? Or, what if the man is just a mean bastard, and refuses for no reason at all?
What if he looks me in eye and says, “I have a very good jack, but I won't lend it to a salesman, even if you beg. Now, get the hell away from my building.”
The now agitated salesman finally arrived back at the prospect’s building, which appeared to have closed. There was still one car in the parking lot, and a light in a back window. He knocked forcefully on the front door. Then he waited a few minutes, but no one came to the door. So, he banged continuously on that door – harder and harder. The startled business owner finally opened the door.
The salesman looked him square in the eye, and shouted, “YOU CAN KEEP YOUR DAMN JACK. A REAL SALESMAN NEVER BEGS.”
Our troubled salesman learned his lesson well - Good Salespeople Never Beg - even though his application of this maxim was a bit inappropriate in that particular situation!
Most salespeople are guilty of begging at one time or another, especially when starting out and feeling a bit desperate.
In High Probability Sales Training, we teach you to get off your knees, stand up straight, and insist upon honest, respectful relationships with your prospects and customers. Successful salespeople sell with dignity. Learn how:
Read the 1st four chapters of
Sales Prospecting • Closing Sales
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