Going into this meeting, you know you have this deal. You have been in this position 10 Time’s, and you have your script ready. Your preparation for that objection is beyond reproach. Just at the moment you were going to say something, the prospect throws a curve.
Jose Valverde, Detroit Tigers “closer”, on his way out of the game after losing a 4-run lead in the bottom of the 9th Inning!
“He stayed in the game, because there was no other option warmed up and ready to go”
– Former Tiger Manager Jim Leyland
We all have bad days, or weeks, or soft spots. Sometimes we just are not capable of giving it our best. We hate to admit it, but it happens and we lose opportunities because of our capabilities. Those losses of opportunities are easier to accept than the ones we lose when we “should-a”, “could-a”, “would-a” …
Ask yourself a question;
Have you ever walked out of a negotiation session and said, “AWE, when he said this, I should have said that”, or “I could have brought that actual sample to show them”. These mistakes are truly inexcusable. These are the ones that are all avoidable, and truly your fault.
In my book, PROFITS, Your Seven Letters to Success, I speak about planning and preparation. One of the things that we all are guilty of, is falling into a habit. Using the same lines in the same situations because they have worked 99% of the time in the past. History has shown us that this is the best thing to say or do when a certain action occurs.
Don’t get me wrong, when we are in these familiar situations, we should go with the proven answer. Where we make the mistake is, not having an option ready in case this doesn’t work!
In baseball, we often see a “righty and a lefty” warming up at the same time in the pen. Both getting ready, and if the circumstances warrant it one or the other goes in. What this also gives the manager is a 2nd choice, all warmed up and ready to go, if the 1st one is a bust.
Back to your sales situation. You’ve used close number 10 successfully for years, you are getting ready to go into a negotiation session and you’re practicing it and warming up. Are you practicing your 2nd option and even 3rd? Are they ready and warmed up on the bench so you can finish this off at THIS appointment and not walk out saying;
If you’ve blown a few saves lately, you might need a pitching coach to work with you mechanics and delivery. Give us a call at Kole Performance Group, where we are working hard today, for a better tomorrow.