The Sales Archaeologist

It is amazing how many miscalculations there have been in history. Columbus thinking that he was going to hit India and not knowing about America. Armies thinking they were outnumbered when actually they were larger than the opposing forces (look up McClellan) early attempts at flight or steam engines resulting in death because one little measurement was off.

This week was a busy coaching week for me - and whenever you do a lot of coaching you find a lot of lessons. I heard a number of things this week that illustrate how sales people can also "miscalculate" the situation they are in. When this happens the outcome is shaky at best. Here is one  interesting one that we can all learn from: I get nervous when the prospect throws me a curve ball and I try to answer them quickly and usually make a mistake.

Why do we feel compelled to reply quickly when the prospect says something to us that we are not used to? Being nervous only compounds the problem but even with that surely there is nothing wrong with saying " let me think about this (pause)...." or " That came out of left field, I'm not normally asked that (pause)....." or " (pause)..."

When we do that a few things happen.

1. We slow the situation down.
2. We gain control.
3. We calm down.
4. We say the right thing.
5. They are now listening to what we say with baited breath.
6. They see us as different.
7. They realize we are not like other sales people who just talk without knowledge.
8. They see us as real people and we gain trust.

So when you plan your next sales call challenge yourself. Look for habits that might actually be miscalculations on your part. They may not cost you your life but they will cost you the deal!