If you’re not adaptable, your sales process can get in the way of making a sale. A recent comment to the post “Top 10 Lies Customers Tell Sales Reps” showed a classic example of a sales rep almost blowing the sale simply because the customer’s behavior didn’t match the expected process. Check it out:
Recently i had a meeting with a prospective customer — the deputy IT director for a well-established hospital — whom I have been following up with for a very long time. Finally, he gave me a chance to meet him and asked me to come over. He left me waiting for 1 hour. He then came after a meeting with his superior and gave me only 5 minutes to wrap up the presentation. He told me to forward the presentation to him and he said “Let’s do something.” Then he went off without even giving his business card. I am not sure whether he is interested or just fooling around or just wants to get the insight of my proposal. Please advise the best way to proceed.
