Today we put our the latest episode of our podcast, Episode 010: What about Sales, from Globally Speaking. www.globallyspeakingradio.com or you can listen and subscribe to the podcast on iTunes, Google Play (USA or Canada), Stitcher, or via RSS. This inspired me to share a story that tells you how hard it is to do sales, which is something I am passionate about.
A few years ago before the localization industries primary trade show, LocWorld, I sent a note to a friend that I saw was going to be in attendance, offering to show him around town since the show was in Seattle. It had been a few years since I had connected with this friend and former client, so I thought it would be great to catch up. Surprisingly, to me, there was no response.
On the second night of the show we are at a bar and I see this friend I reached out to at the same bar with his colleagues enjoying a drink. The bar was closing, and I went up to see how he was doing. After some small talk he said, “You’re from here, where can we get another drink?” I had my car and offered to take them to another bar I knew would be open and fun. So we went out to my car, the four of us squeezing into a small two door car, once everyone was in I locked the door and asked, “No one is getting out of the car until I found out why you didn’t respond to my email.” There was laughter, but I did not move or start the car as everyone looked around.
Finally my friend went to explain that he had received no less then 400 emails or LinkedIn InMail before the conference. Some were offering him “10% less then his current prices, guaranteed.” He then apologized, under the threat of never getting out of my car, and went on to explain how it was impossible to separate the signal from the noise in such circumstances…so he just shut off.
Not only was it fun to reconnect with an old friend, but he insight was shocking to me. How do you distinguish yourself when people have shut off because there is too much noise? How do you respect a person’s desire to not be bother but also let them know that you are thinking about them? This is the work and the art of sales, each person and company are unique but the principles you have in place to tackle this obstacle are key in your success.
Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.
-W. Clement Stone