A massive clap of lightning awoke me from a dead sleep at 3 am. It was pouring outside. I responded as I always do in a storm—rushing downstairs to unplug my computers, hoping they weren’t already fried.
Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the winner?
In the Experience Economy, authors Pine and Gilmore write, "Those businesses [sellers] that relegate themselves to the diminishing world of goods and services will be rendered irrelevant. To avoid this fate, you must learn to stage a rich, compelling experience."
At a recent conference, a sales rep was telling me about a deal he should have won. After hearing his story—I couldn't help, but agree. He should have made the sale.
Even worse, it was clear that someone was ruining his chances. And I knew exactly who it was. (This same person has sunk my own deals too.)
Sometimes just getting that first meeting feels like a major victory! You've been dying to work with this company for months and you're finally on their radar! You can't wait for the first meeting—and neither can they. You've piqued their curiosity and they want to learn more.
When I began working in sales, I was on a mission to get up to speed as fast as possible. I read all the sales books, went to seminars and took everything I learned as the gospel truth.