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Killer Sales Disease Strikes! I had a big meeting with a prospective client at 8:30. I was ecstatic because it had taken me forever to get this meeting set up. My initial contact had been months before, but my persistence finally paid off. * * * "This disease, Featurus Vomititus, has now reached epidemic proportions and appears to be out of control," said the reporter. "In my conversations with specialists here at the CDC, here's what I've learned: • Nearly 90% of the sales population has been afflicted with this highly contagious disease. • Anyone who sells their services to earn a living (like professional services providers, business owner and consultants) can come down with a serious case within minutes of making a sales call. • The most visible symptom of Featurus Vomititus is a forceful spewing from the mouth of product or service descriptors. Those who have the disease seem totally unable to stop themselves from doing this, despite the negative consequences on their sales efforts. • This volatile behavior is triggered by the presence of a catalytic agent, more commonly described as a prospective customer. • Other symptoms include a leaning forward, over-the-desk posture which appears "aggressive" to people talking to the afflicted. • Those sellers suffering from Featurus Vomititus report an overwhelming and compulsive desire to show marketing collateral to their prospects. • Finally, all these symptoms are grossly magnified if the company they work for carries the dominant Nu-Productum Rapturous gene. This genetic condition creates a state of organizational euphoria and delirium brought on by the introduction of a long-awaited new product or service. "Interestingly enough, most of those who suffer from this debilitating disease are totally unaware that they have it. For some strange reason, Featurus Vomititus is able to convince the brain that this behavior is totally normal for people who sell. "Prospective customers seem to have an uncanny ability to immediately detect if a salesperson is a carrier. Most can even detect its presence over phone lines, which protects them from scheduling meetings where they'll be subject to the verbal barrage. "In the off chance that a disease carrier slips through their gatekeeping, prospective customers arm themselves with a whole slew of objections that seem to work well to ward off the attack. "That's the latest word here in Atlanta. For treatment tips, we'll now be hearing from a world-renowned sales strategist out of White Bear Lake, Minnesota. Take it a way, Jill!" * * *
.... For more information about this topic, check out Awesome Initial Meetings ___ Jill Konrath, author of Selling to Big Companies, helps sellers get their foot in the door of large corporations, create demand and win profitable contracts. Get a free Sales Call Planning Guide ($19.95 value) when you sign up for the Selling to Big Companies e-newsletter. Just send an email with "subscribe in the subject line to jill@sellingtobigcompanies.com . For more info, visit http://www.SellingtoBigCompanies.com . |
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