I was on the phone with a client today who was telling me a story of a meeting he and a senior colleague went to this week..
It was an important meeting with a large company they were looking to do more business with.
He had been working on the relationship for the past 6 months.
Things had been going well..
Then, in one foul swoop, the colleague stuffs it all up..
How to Stuff Up a Prospect Meeting…. (Don’t Try this at home folks.. It takes practice..)
And the worst part of it, he was not even aware what he was doing that stuffed it up..
He was completely unconscious about what he was doing..
Let’s just go through the list and make sure you don’t do any of these:
1. Firstly, all he did was talk about himself. Not once did he ask anything about the client, the clients business, the clients interests outside of work. He was a self obsessed bore with no idea of the importance of rapport, connection, relationship – orange zone – in opening the relationship to then close the sale.
2. While the client was talking he started taking and making messages on his Blackberry.
Am I the only one, or does that not only show disinterest but break any rapport you may have developed with another human being?
3. He made disparaging remarks about the clients business and business model and the amount of business they had put with his company over the preceding months.
Can there be MORE?
Now if he had rapport and had positioning, he may have been able to get away with that.
But with no positioning, already being a bore and disconnecting via the Blackberry, he had NO RIGHT and NO POSITIONING to say anything like that.
4. He consistently interupted the client when they were giving their view or expressing a need or concern. Not once, but a pattern of interuption.
My client said he was ‘cringing’ …
Do you get the picture?
ASLEEP ON THE JOB
I could go on.. but the real point here is that he was completely UNCONCIOUS of the impact and effect he was having on the client.
It reminds me of the time I was out on the road shadowing a sales rep who was selling sports shoes to retailers.
In the very first call on a retailer the young rep stood there nervously twirling his car keys in his hand as he asked the retailer ‘how is everything going? Is there anything we can do for you?’
What message do you think he was giving the retailer?
“I don’t really care.. I just want to get out of here…’
When I asked him what did he think he was doing, he had no idea.
He too, was completely unconscious of his actions and behaviours.
It was WAKE UP TIME..
In the words of Harvard University Professor Howard Gardner (author of the classic Frames of Mind. The theory of multiple intelligences) both these fellows had low to very low Interpersonal Intelligence (and probably very little Intrapersonal intelligence)
What do we mean here?
Interpersonal intelligence is concerned with the capacity to understand the intentions, motivations and desires of other people. It allows people to work effectively with others. Educators, salespeople, religious and political leaders and counsellors all need a well-developed interpersonal intelligence.
Intrapersonal intelligence entails the capacity to understand oneself, to appreciate one’s feelings, fears and motivations. In Howard Gardner’s view it involves having an effective working model of ourselves, and to be able to use such information to regulate our lives.
for more information on this go to http://www.infed.org/thinkers/gardner.htm
Bottom line – make sure your sales team, your executive team, anyone who is out there representing your company is tuned in, trained in, selected for their ability to know themselves and know other people.
Good sales training will teach people about this…
This pompous, boring nit wit just cost his company literally millions of dollars in direct income and referral business unless one of his colleagues can recover the situation.
But he would be way too clever, brilliant and superior to involve himself in anything as junior as Management Training or ‘sales, persuasion, influence or communication’ training. He would have ‘done that years ago….’
It sounds to me that he was so full of it he was overflowing…
Barry Jones once wrote a book called ‘SLEEPERS AWAKE’…. and that is a pretty good theme for many Executives and Sales People out there who need to WAKE UP and be aware of what they are doing and should be doing.
Message: Folks.. there is a SCIENCE OF INFLUENCE AND PERSUASION..
You are either using the laws and principles of influence and persuasion to work FOR you or AGAINST YOU…
Make sure you are AWAKE and using them FOR YOU..
Don’t let people loose on prospective customers who are ASLEEP to the DUMB THINGS they are doing that are destroying your business and they aren’t even aware of it..
Make sure your sales team and your exec team have been trained in the Science of Influence and Persuasion and that they are awake and concious of what they are doing and the impact of what they are doing on both prospects and team members.
Remember – ‘You Cannot NOT influence someone’.
Its just a question of HOW you are influencing them. They are either moving TOWARD you or AWAY from you.
If you’re in sales, you want them moving TOWARD YOU.. or they may well be moving TOWARD YOUR OPPOSITION..
If you haven’t used these principles in your Sales Training or Sales Coaching recently give us a call or email and we will give you some tools to help you get moving.
Maybe you’d like us to run a 2 hour NEW SALES SCIENCE SEMINAR in house with your team.
If you want more information on that click here and write NEW SALES SCIENCE SEMINAR in the subject line.
See you next week.