Preparing for a sales appointment, I have gone through the options I am presenting. I try to see what he is going to do, hear what his responses might be and arrange my pitch to stay one step ahead of where he will go – just before he says no. As I peruse all the options for this presentation, I come to realize that every pitch that is made is like a 2nd grader’s “do you like me” note that is passed during class. The only options on the bottom are: Yes, No & Maybe.
It seems we have only developed the ability to arrange our conversation to not bring them to the point of answering, because that is when we might hear “No”. We know that it is also the only way that we could possibly hear a “Yes”, but we string the conversation along until the purchasing party is tired enough of the process that they offer the answer without our asking, or the deal drifts off to a nebulous non-ending that is worse than “no” (because we think it still might be a “yes”).
Sitting at Hacienda Colorado off I-25 & Colorado blvd, I realize every person here is simultaneously being sold and selling. A waitress is aware of her client base, but heading to the back sells her manager that she can handle the number of tables that will insure a better than usual paycheck. A bartender leans on the bar to sell the client on his authentic interest while chirps instructions to a passing hostess to help out while he’s occupied. The table next to me has a child pitching his parents on a sleep over at his friend’s house.
Jeffrey Gitomer was right when he said, “No one likes to be sold, but everyone likes to buy”. It’s a game we play. We sell people on our priorities and listen to theirs for which ones we’re willing to buy. A selfish person listens for what he or she is willing to buy based on how it will effect him or her. A philanthropic person will listen for how it might benefit the greater good. A teenage daughter might listen to hear what unintended consequences might befall her. No matter what is being pitched or sold, the only responses are: yes, no or maybe.
Ending the conversation (after writing this piece), the potential client asks, “so, what you’re asking is when could I write you a check?” I sheepishly answer, “Ya, I guess I am.” I can’t believe after writing this article, and intentionally aiming at a straight forward review of the BrushFlame Marketing options it ended with such a whimper. I guess inside we’re all still those 2nd graders in big people bodies.
Hacienda Colorado
Enjoyed reading this.