Playing a different sales game altogether

Picture the scene...

In a highly competitive market, sales rep Robbie has a meeting with one of the major players looking to change suppliers.

They know all too well how much clout they have.

They also know what a contract would mean to the supplier of choice.

His main competitors have already been in to deliver their pitches.

He's one of the last suppliers to be given a shot.

He arrives at 8:50am.

The meeting starts at 9:00am.

There are three senior level decision makers present.

Following customary small talk they get down to business...

DM 1: "Come on then - give us your pitch."

Robbie: "I don't have a pitch."

This is met with collective confusion...followed by laughter.

DM 2: "What do you mean you don't have a pitch? How do you plan to win our business without one!?"

Robbie: "Well, having a prepared pitch means coming into this meeting with pre conceived ideas about your business. I simply don't know enough yet to understand if I can even help you.

So would it be OK if I ask a few questions to see the business through your eyes?"

They look at one another, taken aback.

They agree that would be fine.

20 minutes later...

Robbie: "So based on XYZ, I think I can see what's going on here. I don't think your main issue is staff churn per se, but most likely general engagement during the on-boarding process...causing what appears to be wrong hires. Would you agree?"

They all nod.

His main competitors had 'pitched' around staff churn and the recruitment process. They hadn't even questioned into or mentioned the inadequate on-boarding program.

Robbie: "And what are you planning to do when regulation 2.11 comes into play this October?"

DM: "Sorry...what regulation?!"

Robbie explains a change in government policy directly impacting their industry. None of them were aware of this.

20 minutes later...

Robbie walks out with a signed agreement.

Credibility is not demonstrated by the answers you give.

It's through the questions you ask

...and the insight they reveal.

Playing a different game to your competition may well mean a fundamentally different outcome.

And it may lead to a place where there simply is no competition.

#sales #communication #meeting