THREE RING DISASTER
(excerpt from "The Death of 20th Century Selling"
by Dan Seidman, page 125)
Scott is the ringmaster of this disaster:
My associate and I are about to do a demonstration and sales presentation of our data and information technology services to a retail client in August.
It's hot, and we're about 45 minutes early to their building, so we decide to get something to drink at the closest convenience store.
We spot a store and I buy a super large cherry frozen drink thing and my partner does the same, only a lime flavored one.
We drive back to the prospect's building and sit in the visitor's spot, mentally preparing and drinking frozen pop.
When we're ready to go I look over and his mouth, lips and tongue are BRIGHT GREEN - I mean really bright, like a clown.
Mine, of course were GLOWING RED.
We couldn't wash it off, wipe it off or anything, so we went into the sales call looking like a couple of circus clowns.
People actually laughed when we went in - we were never asked back.
POSTMORTEM: Obviously thinking more carefully about one's actions just before a sales call is important. The psychological reason a call like this fails is that you cannot gain rapport with a prospect if he or she cannot 'relate' to you as a circus creature.
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