Most of what I know about sales I learned backwards.
I was a sales trainer before a salesperson.
However, what set us apart from other "experts" was that we would go out on sales calls with the Reps with whom we worked.
One such visit with a rep from our client company stands out in my mind as the worst sales meeting I have ever had. But it taught me a valuable sales lesson.
Here it is.
I was out on a prospecting call with one of the team. This individual was driven, optimistic and an exceptionally hard worker. We had put in a good day's work and were keen to meet with this prospect, a larger company in the regional town.
We arrived at the agreed upon time.
No sign of the owner.
We waited a while.
Still nothing.
I have to confess, I was ready to leave much earlier than my colleague, but he insisted that we should wait a bit longer.
We did.
Finally, the gentleman emerged from his office.
Now, I am not a fan of lateness. I am even less a fan of rudeness. There was no hint of apology for keeping us in his foyer for a full thirty minutes past the meeting time.
Then things got interesting.
After a few minutes of talking about business and this man's approach to it, he looked an me a said, "Where are you from?"
"London" I replied (suffice to say we were not in London at the time).
"Ah, London" he nodded. "Well I was going to tell you about the importance of trust in business. But you wouldn't know anything about that would you?"
Above punctuality and courtesy, trust is at the top of my priorities. To a fault, I take offence to being deemed untrustworthy - more so by someone I've never met.
To some this comment would have been odd, but of little consequence.
To me it was enough to send me into a rage.
The rep I was with later said that I looked ready to launch across the desk at him. (I didn't).
Detachment is control in sales
Needless to say, we did not get the deal.
What I did get was a lesson about emotions and sales.
Selling with enthusiasm and emotion is a must. If you don't care about what you do, how can you possibly inspire others to do the same.
What is a must not, is to allow your emotions to get the better of you.
In your selling career, people will be rude to you, will ignore you, and will sometimes insult you. Things will not go your way. Contracts will go to a less deserving provider.
The key to persevering through this is detachment.
Detachment from the frustration, anger or resentment you feel in a given sales moment.
Why is it so important?
Because your hurt feelings will heal. And they'll heal a lot faster when you get that deal.
And you're more likely to get that deal if you stay in control.
And you're in control when you are calm, focused, and detached.