Trash Your Sales Talk Horror

by Chris Lytle
Monster Contributing Writer
Source: http://sales.monster.com/articles/horror22/

Tough customers can be the best sales trainers. Listening to a cranky customer is a great way to learn what not to do. Most salespeople have been figuratively shot down. But what happens when your sales manager actually does get shot in the midst of your presentation?

The Big Bang Theory of Closing

Monster member pprince swears this happened:

In the '60s, I sold for a major equipment leasing company. I had tried three times to get one prospect to sign the contract for a substantial piece of business. Each time, the prospect found new objections to the wording. I would then call my boss to see if the changes were possible before leaving the prospect's office. When I reached the switchboard operator this time, she said, "We are being held up. They shot Mr. G and put everyone but me in the closet. Call the police!"

I turned to the prospect and said, "They just shot my boss. Sign the papers. Then, call the police. I've got to get back to the office!" I grabbed the signed contract and ran out. Mr. G had, in fact, been shot. It was not fatal.

The Accidental Salesperson notes: Having a sense of urgency and transferring it to your customer is sometimes hard to do. In this case, it was hard not to.

The Cranky Customer

Monster member lshaindlin recalls:

I went into a demo not knowing that the customer had a chip on her shoulder toward my company. Because I'd been dealing with one of her direct reports, I wasn't aware how big that chip was.

As she walked into the meeting, the first thing she said to me was, "I hate salespeople, and don't give me any of that sales talk."

I was holding a stack of index cards to use in my sales talk. I walked over to the trashcan and threw the cards away. Then I asked her to please define "sales talk" so I was sure not to do it.

That broke the ice, and I proceeded through the rest of the meeting just talking about their needs and our solutions. We signed the contract the next day.

The Accidental Salesperson notes: Focusing on the customer's needs instead of your notes was the right thing to do. Throwing the cards in the trash was a wonderful nonverbal signal that you were willing to listen to the customer.

Sales Horror Crypt Classic: What Are You Looking At?

Monster member tim_lex has this story:

My new company stressed professional appearances. After three weeks on the job, I went to a buddy's incredible bachelor party. I woke up the next morning to discover my friends had shaved off my eyebrows. After getting over my initial shock, I began to panic about how my new colleagues and clients would respond to my appearance. Finally, I got my girlfriend to draw eyebrows, and they actually looked OK. None of my coworkers noticed, and I began to get my confidence back. I decided to go on a sales call that I had been preparing for more than a week. Upon arriving and meeting the potential client, I noticed he was staring at me kind of funny.

That's when I lost it. I screamed, "I am not a drag queen! My !@#$ friends shaved them off!"

The client just stared at me and then began to shake with laughter. It broke the ice, and he is now one of my best customers. I used those eyebrows, or lack of eyebrows, in most every meeting until they grew back. This worked so well that I have even considered shaving them off again.

The Accidental Salesperson responds: This story works because your friends played a practical joke on you. When you start shaving your own eyebrows, we'll ask you to share your story elsewhere.