Gilan Gork is an expert mentalist, bestselling author and global speaker in more than 30 countries. He helps companies develop their teams so they can lead, sell, market and inspire on new levels.
The businessman comments, “Two strangers, on a train.”
“Yes,” replies the woman.
“A man and a woman, away from home, likely to never meet again,” says the businessman.
“Yes,” she replies.
“It’s cold, isn’t it?” asks the businessman.
“Yes,” says the woman.
“Perhaps I should use another blanket,” says the businessman, “Or maybe for tonight we could pretend to be man and wife.”
“Yes, that sounds good,” she says,” Get your own bloody blanket.”
Why did the man not realise the woman could see right through his sly plan? This is the same question I often ask about sales people. You know how it goes, all seems to be on track, you send them your proposal, they may reply once or twice, and then bam… radio silence.
Here is where I see sales people trying their ‘clever’ plans… From sending casual ‘do you have any questions’ notes, to harsher ‘I won’t email again’ break-up emails.
Clients can see right through these emails. Your intentions are clear as day, just like our story above.
Rather acknowledge the simple truth: that if everything was right for them to buy, they would buy.
Going the honest route – such as sending a note acknowledging something obviously went wrong and asking if you can start over – is far more influential than resorting to ‘clever’ (read transparent) tricks.