I’m not a victim, not at all. Just a professional sales guy since 1986. Yep, 40 years of dealing with people. Because of this experience, I am fascinated by human nature. Are you?
When The Sales Prospect Goes Silent
A $25 billion firm asked about buying hundreds of QBQ! books for shipment to several locations. Amazon doesn’t carry that volume, but we do, and we can handle an order like that. And all authors would want to make this sale. 😎
So …
I responded to the prospect’s email within 30 minutes. That’s what we do and have always done at QBQ, Inc. Outstanding customer service is a value we hold dear. I bet you do, too. But …
No response from the potential buyer.
Two days later, I re-sent the email with a cheery, “Hi. Did you get my note?”
No response.
Another email a couple of days later.
No response.
I messaged this person on LinkedIn (link with me!), where I discovered we’d been connected for a long time.
No response.
I then did the retro thing and phoned, leaving an upbeat, pleasant voicemail.
No response.
I also texted that number.
Nothing.
When I began in the training world in 1986, my mentor, who taught me everything about selling, warned me, “It’s not the yeses or the nos that hurt; it’s the maybes.”
I would add that it’s the strangely curious behavior of prospective buyers inquiring and then … disappearing. I guess it’s called “ghosting” nowadays. 😆
I’ve always said this, and I will say it here: TELL THIS SALES GUY TO GO AWAY, AND HE WILL.
That makes me pretty normal. Most humans prefer clarity, certainty, and resolution.
No Whining—Ask Better Questions!
Now, at this point in my career and life, I’m done trying to help this buyer and don’t need to make this book sale. It’s really this simple: Tell me you’re no longer interested, and I will disappear into the night. 🌙
Why do I share this sales-specific story? Because, though it is frustrating—and all salespeople would agree—I have no right to hold a Pity Party, play the victim, or feel sorry for myself.
In other words, no whining allowed!
Why? Because ……
I. Chose. To. Be. In. Sales.
No one makes me do what I do, and for four decades I’ve had great fun doing it. Every profession has its challenges, and they all boil down to dealing with other people. It’s just the way it is. So, to “practice what I preach”—to live a life of Personal Accountability—I must not ask lousy questions like “Why are people so difficult?” and “When will others do the right thing?” Rather, I need to ask these QBQs:
“What can I do to earn the customer’s response?”
“How can I be my best today?”
“What can I do to ensure I am responding to those who have legitimate expectations of me?”
And, of course, the powerful, life-changing, Ultimate QBQ: “How can I let go of what I cannot control?”
Until I do—let go, that is—there is not much moving on, and I surely can’t be my best when I’m stuck in victim mode. Can you?
So, what frustrates you at work? Share a frustration here!
4 Responses
Thanks for the timely email. I’m retired from my collision repair business and now fully engaged in my artwork and now I’m asking myself the questions…. What can I do different, better, more challenging, less questioning, trusting the process and not comparing myself to others.
Still getting to “Yes!” Daily.
Thanks for the years of teaching and reminding me that all of life is a journey full of successes, failures and some very exciting “Yes’s”
Patty, what a nice note. Thank you for it and for living the QBQ!
John, such encouraging words for someone who also has been in the world of selling for now 51 years, every day. I always say, “Ask, listen, and then offer,” but it does take persistence. Thanks for sharing.
Gee, thanks, Johnny! Good to be young, like you and me! 🙂