In any type of sales whether it be medical, financial, auto parts, or copier sales, you come across some people who have questionable hygiene practices. People who might brush their teeth with "buffalo chips", bathe in vinegar, or perhaps use mozzarella as under arm deodorant. People who make it difficult for you to stand near them let alone have a detailed conversation about their needs.
A few months back I was attending a symposium and one of the keynote speakers stopped by our little table to discuss some of our products. The other rep who was there began speaking with him and I listened in for a few seconds and then caught a whiff of his breath, which made my eyes water. My partner was far braver than I and hung in there to discuss how our products could help his patients. I stood, at a distance, and waited for her defense to wither and when I saw her wobble a bit, I stepped in again and faced the fetid storm. However, I had a strategy.
As the doctor spoke about his practice and what he was doing, I tried to breathe through my mouth instead of my nose. This seemed to work, and for a time I was able to carry on a conversation with him, but on occasion I would catch the scent of rotting vegetables emanating from his mouth as he spoke. I thought to myself, "Did he eat a shit sandwich for lunch?" But I carried onward because he was a very reputable doctor in his field, and he liked our products. Finally, I got some relief from my sales partner, who after rummaging through her purse, stepped in to relieve me.
"I need a mint strip, heh M, you want a mint strip?", she asked me, holding out the package and hoping I would say yes and the doctor would follow suit.
"Oh yeah thanks. I think there were too many onions in that sandwich at lunch.", I said and laughed to relieve the awkwardness of the moment. I took the mint and popped it in my mouth while she did the same. Then came her cue:
"Doctor do you want one?", she asked.
" No thanks.", he answered.
But she persisted, "Ya sure?", she said, "They just melt in your mouth. Try one.", she said and held out the package while both of us waited anxiously for him to accept.
"No that's okay thank you anyway.", he answered and my partner turned to look at me in shock. Why would someone refuse a mint strip? He must be allergic to nice smelling breath.
So we continued on with our conversation, taking turns talking to the doctor and facing the onslaught of his blasts of bad breath. We were like partners in a wrestling match, slapping hands and "tagging" each other as we jumped in and out of the ring. I wanted to grab the mint strips and jam them down his throat every time he spoke, but I maintained my composure. After what seem like a long period of time, I couldn't take it anymore.
"Doctor, how about we set up a time to meet you in your office next week. That would give us an opportunity to meet with your staff as well.", trying to end the conversation so that he would move on to the next table.
" Next week, oh that wouldn't be so good. How about the week after.", and as he said the word "after", I thought I saw a wisp of smoke emanating from his mouth.
" The week after is perfect. Let's say Tuesday the 19th at 10 am?", I responded just trying to keep vision from blurring and preparing for his response.
" That's good. Very good. I anxious to have the other doctors in my office learn more about your products. They've worked very well for me."
" Great!" , my partner responded and each of us shook the doctor's hand.
Just as he started to move to the next table he turned around and said, "Do you still have any of those mint strips left? Maybe I'll try one. My mouth is kind of dry.", he said to my partner.
" Sure doc. Here take the whole pack, I got plenty.", she added and smiled.
" Wow. Thanks!", he said, smiled, and moved on.
I turned to her and said, "You realize you just saved some one's life don't you? "
She looked at me, " What? How so?"
" Are you kidding me? The mint strips? All the other vendors here should be thanking you because that doc's breath was a killer."
She laughed so loud everyone turned around, but she was truly a Life Saver.
-M
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