Perseverance is a virtue

As a seller you will sometimes end up in situations you do not have control over. These may be due to factors that are beyond your control.

I will give you an example from my everyday life:

It happened at the time that after I have held a lecture to a group of senior managers and sales directors, one company showed an interest in an arrangement of sales training for their sales staff in the organization. The company is reasonably large, to say the least, and the market leader in its field with its products.

For the time being I was forced to hand over the handling to another person who would stand to compile and arrange for this to take place. The person in question was and is not fully versed in sales but has a position that allows him to take it on. He is the office manager.

It was with mixed feelings I did this because I wanted to be with and meet the person, but the nature of the situation was that I had other things on the table.

After a lot of back and forth so we finally came up with a proposal that would hopefully be of interest to the customer.

The bid was submitted and to my great surprise, it became a negative answer, a setback for me in that situation, but now it was as it was.

The person in question who delivered the quotation, submitted the reply, and then there was nothing more to it.

As a seller, I did as a salesperson does, and took direct contact with the company and wondered what went wrong, and wished to make an appointment with him to go through the proposal and see if it was possible to salvage something. The answer was a resounding no, and the reason was the price, period, and he saw no opportunity or reason to get together.

I did not want to give in so easily, and after waiting for the right moment, I got the time to call him.

He replied and announced friendly but strongly that there was no point in meeting because of the price. I wondered then, if the price was right, would it be interesting then?

He then wanted me to give him a proposal and he would look at it and come back.

I stood my ground and said that, the important thing was that together we might be able to come up with a reasonable compensation. I was willing to discuss and if he was that as well, it would be to both our advantage. I did not give a prize to him.

He understood that I really wanted to meet him and that it was a topic that we together could come up with a solution, so I had my meeting with him.

I took the map, located the office and planned my route with safety margin, because I wanted to be on time. Better in time and have to wait than to come up with lame excuses about this or that. Traffic was calm that day and I arrived an hour earlier and announced my arrival. Prepared myself to wait and made myself comfortable.

To my surprise my meeting came earlier and invited me into his office, where an interesting discussion started. As is customary, I put my three questions about the past, present and future, (see previous post on this blog) and we then came to the critical issue of the price.

I mentioned to him about what I got for another training, and we talked about this and he said, to my surprise, that he could pay significantly more than that.

The price was settled and we were both happy with the price, it was ok for both parties. We agreed on a 2 + 2 day course with an opening for continuing training depending on how my implementation of the training would be.

After this, he asked me what else I had in the portfolio and I mentioned my programs in leadership and group training, and he lit up.

It turned out that he has a company that deals precisely with this and that my programs and ideas would fit in well with his selection of training and that this would generate significantly more than what we came up with for the sales training.

After this there was a tour around the factory, a lot of handshakes and meeting with the General Manager himself, where he became acquainted with what might come out of our engagement. Thumbs up from the GM, and he looked forward to seeing me there.

Continued tour and insight into the company’s various departments with explanation about the challenges they had and the difficulty of getting them to work as a team.

Returned to the office and traditional hand shake and a proposal that he would take part of via email.

What I want with this post is to make you realize that a no is not a no until every topic and proposals have been discussed. Never give up, be persistent and be sure to get to a meeting, where you have your plan clear.

What I dreaded over when calling him was to get a no, but through my years, I’ve learned to ask myself these questions:

  • What’s the worst that could happen? In this case, a no, and with that, nothing. Nothing out of nothing is still nothing so the status is the same as before I ask the question.
  • What is the best thing that could happen? In this case, yes, and with it a something out of nothing, so the status is sales and revenue. A success!

I managed to turn a defeat into a victory, and if I can so can you. You have more potential than you might think, and everything is possible.

Work hard and do your best out there.


12 thoughts on “Perseverance is a virtue

  • interstate removalists melbourne

    Hi I am so delighted I found your blog, I really found you by
    error, while I was browsing on Digg for something else, Anyways I am here now and would just like to say many
    thanks for a incredible post and a all round thrilling blog (I also love the theme/design),
    I don’t have time to read it all at the moment but I have saved
    it and also added in your RSS feeds, so when I have time I will be back to read
    a great deal more, Please do keep up the awesome work.

    Reply
    • micael.tanzborn Post author

      Hi, Who ever you are. I am happy you found it useful in someway, this is all my intention. I just want to change and to give other people something to think about. If there is anything in my posts that can move you forward, I am happy. Please share and please follow me on y journey. I will post a blog every week with similar topics. Thanks again. I am moved.

      Reply
  • interstate removals

    I don’t know whether it’s just me or if everyone else experiencing problems with
    your blog. It looks like some of the written text in your posts are running off the screen. Can somebody
    else please comment and let me know if this is happening to them too?
    This might be a issue with my web browser because I’ve had this happen before.
    Thank you

    Reply
    • micael.tanzborn Post author

      I think it has to do with your browser, due to the fact that it is the first time I have heard about this. So please check up your browser and see if the issue is there. I am however glad that you find my place and hope you will continue coming back.

      Reply
  • removalist quotes

    Have you ever considered about adding a little bit more than just your articles? I mean, what you say is valuable and all. However just imagine if you added some great graphics or videos to give your posts more, “pop”! Your content is excellent but with images and clips, this blog could certainly be one of the greatest in its niche. Superb blog!|

    Reply
    • micael.tanzborn Post author

      Hi. First of all thanks for taking time to visit my site and I glad you like it. Back to your questions, YES, I have that in mind and it will come with both more pics and also some movie clips. So thank you for you input, its valuable and highly appreciated and as time will go, you will see things will be added. Thanks again.

      Reply
  • removalists wollongong

    This is really interesting, You’re a very skilled blogger. I have joined your feed and look forward to seeking more of your excellent post. Also, I have shared your site in my social networks!|

    Reply
    • micael.tanzborn Post author

      Thanks a million and thanks for your kind words, it means a lot to me. More is coing in a short while and with that said my aim is to post once a week. Thank you also for sharing, because networks like this needs help. I am grateful for our contribution in this. Thanks again.

      Reply
  • click for more info

    I just want to tell you that I am very new to blogging and site-building and honestly liked your website. Most likely I’m likely to bookmark your website . You definitely have terrific writings. Thanks a bunch for sharing your webpage.

    Reply

Speak Your Mind

Your email address will not be published. Required fields are marked *

XHTML: You can use these tags: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <s> <strike> <strong>