I have been pursuing an account for almost 8 months now, and I am getting great feedback and almost no orders. I have great rapport with everyone in the place! Hell I even know the janitor's first name for god's sake. But still no orders.
So today, I decided I was going to find out from the doctors, the nurses, the night watchman, why the hell there were no orders coming from this account. I held an in service (for the 6th time), demonstrated our products...AGAIN. And finally ask if they had any questions. As usual they said no. So I responded as follows:
"No one has any questions at all? Well I have a question for all of you."
Every one's eyes just kind turned up from the food they were eating. I had their attention...finally.
"Do guy's believe anything I'm saying about these products or do you think. Pardon my French. That it's all just bullshit. That they don't actually work?", and I said this without a smile. Just to see their reactions.
Everyone was shocked. But they had no problems speaking up.
"Wow. Uh that's awkward. Way to spoil our lunch M.", said one of the nurses.
I was not deterred. "Well, listen I like to come here and chat, but if you guys don't believe in the product, I can't force you to use it. I could be the best salesman in the world but if you don't like it then why buy it."
" We don't buy it because we don't like it. And frankly I don't like this line of questioning.", said the doctor.
"Finally!", I said, "Some feedback." and then I smiled. "Thank you doc. What don't you like about it."
"It's not as pliable or malleable as you say it is. It doesn't conform the way we want it to.", he answered.
"Okay that's all I wanted to hear. I just couldn't understand why no one told me that before.", was my response.
"Because we like you, and like having you come around. You're funny.", answered another nurse.
"Thanks. But if I'm not helping you then I'm not doing my job. In reference to the product you mentioned doc. We have a line of that product that is thicker and more absorbent and you might try that one. Just give it a shot on a patient and see what happens."
"Alright, I will. But don't get mad at me if I don't like it."
"Doc, I can't get mad about that. It's a matter of personal choice. I just am happy I found out why you weren't ordering. It makes me feel so much better to know the reason, then just be in limbo. Thanks for letting me know."
"No problem. Can we eat now.", he said and then started to laugh.
"One more question." I said and they all looked at me with disapproving eyes.
"Can you validate my parking?", and the whole room burst out into laughter.
I would rather a person be honest with me and tell me why they don't want to buy, then drag it out. As a salesperson until we hear the word "NO", we always hold out hope we'll make the sale. But if the prospect never says no, we just keep coming back for more. As long as we haven't been rejected, we feel like we've got a shot. It's like that scene from the movie "Dumb and Dumber"
When Lloyd is told he has a one in a million shot to date his dream girl Mary.
His response, "So you're telling me there's a chance!"
http://www.youtube.com/watch?feature=player_embedded&v=KX5jNnDMfxA
Don't be a Lloyd and hang on when your chances are one in a million. MOVE ON!
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