There's frequently a question from our clients about the validity of a sales attempt when using a new system. You try it. It doesn't work the way it was supposed to. And the questions that follow…What actually happened? Why didn't it work? What should I have done? When it didn't work, what should I or could I do? 

Maybe I can provide some sales tactics and solace in my new blog series, Shoulda, Coulda, Woulda.

Client: I started to perform the Expectations Check with a new suspect. Before I could get really into it, the suspect said, "I really don't have much time." so I gave him my 30-second commercial and said, "What else do you want to know?" The suspect said "We're really not looking for that right now." and we were done. What could I, would I, should I have done? What can I do now that it seems over?

My take:

1. You had failed to set the meeting for the suspect's reason. People do things for their reasons, not yours.
2. In the initial conversation, set the appointment by uncovering some of the suspects' problems and get invited-in to speak about them.
3. As far as what you can do now, as it seems it's over? Depending on the finality of the meeting, you might be able to call the suspect, apologize for the waste of time and reset. The reset would be done by saying something to the effect of "You have an idea of what we do, and it sounds like most of your ____ is working for you. If there was one thing you might be able to do better, what might that be?", expand that a little and ask "would it be worth 20+/- minutes of your time to try again, to see if that issue was important enough to fix and if we might be able to fix it?” 

If you have used the proper remorseful attitude and language, the suspect will possibly give you another chance, for their own reasons!

If you do get another chance by starting your Expectations Check with "Thanks for inviting me..."

Having been around for a minute, I have lots of examples, collected over decades. My preference is to work from your era and troubleshoot your issues, so please, let me know what may be blocking your way forward! 👉 [email protected]