I was working with a client’s sales-rep several years ago, whilst coaching and mentoring in the field, when we drove past a the building of a prospective customer.
The sales-rep told me that their senior vice president (SVP) had the proposal and contract sitting this sales-rep had delivered months ago still on his desk. The sales-rep hadn’t been able to reconnect, despite the SVP stating they really needed my client’s service.
So… we made a u-turn, parked out front, and marched through the unmanned reception area (thank you very much). Low and behold, the SVP was in his office, with his door open (again, thank you even very much!).
The SVP was receptive and seemed happy to see the sales-rep, even though we’d planned on our brisk walk in to soften our words, and had even created an exit strategy, if the SVP was ants. The SVP started by apologizing for being so busy. Then, he said, and I kid you not, “I’ve got your paperwork right here somewhere. Let’s get this done now while you’re here”.
My client seems happy – I’m happy – SVP seems happy to get a chore off his plate. Done deal … right?
Nope.
The SVP had the contract on his desk, he turns to the signature page, and as he is reaching for a pen, the sales-rep spies a photo on the credenza of the SVP’s bass boat. The sales-rep says, “Wow, nice boat! Where do you take her? We should go fishing some weekend”.
And I just about cried.
The SVP turned around, looked at the photo, and started gabbing with the rep about boats, favorite locations, lures, reels, etc – blah blah blah.
Then the SVP’s phone rang, he answered it, listened for 5 seconds, hung up and said, “Sorry guys gotta run to a meeting”.
As he walked out through the office door, he said, “Let yourselves out, please, guys. And, call me tomorrow. We’ll get this done”.
We left, and during the in-the-car review session, the sales-rep told me all he was trying to do was strengthen the relationship. He thought fishing was a good common interest.
And he’s right – AFTER the selling is done.
Lesson learned: Do not take your eye off the ball until the objective is accomplished.
And if you’re wondering, more than two years later, when I ran across the sales-rep – he told me that the deal had never been finalized. He hadn’t been able to connect with the SVP again – and even tried a few more cold walk-ins.
Come on man!