What would be your response to a prospect who you’ve been following up for many months asks you if you can sell 5k broomsticks to meet their immediate needs at their facility. Broom sticks, a product which obviously is not in your product portfolio.You for sure know, this unreasonable request by the prospect is a bid to give you a farewell and stop you from following him further.
Now,
Do you walk away by breaking the conversation?
Do you reply back with anger and frustration?
What do you say? Yes, let me see how I can help you in this situation.
Our recent interaction with the business head of a refrigeration company gave us goosebumps when we heard his experience with one of his prospects.His prospect was a PSU who he followed up for several months to sell their equipment.
Here is how he managed this unexpected situation –
- First thing, he was determined to build a relationship with the prospect by helping him, so he took this tricky situation as an opportunity rather than a deterrent.
- With the help of his connections in the market, he figured out a suitable supplier for broomsticks and arranged a meeting with the PSU.
- He went the extra mile and ensured his availability whenever needed though it was not his product.
- Finally, he could help the client meet their requirements.
The whole episode helped both the buyer and seller and here is how –
- Seller reflected his commitment to help the buyer.
- Buyer could develop confidence in the seller’s commitment and his networking abilities which is a trust factor.
- What’s Next? The seller got the business opportunity with the PSU he has been waiting for long.
Takeaways –
- Choose to react wisely even in difficult events.
- Focus on your end objective while dealing with client tantrums, relationship is key.
- Seek help from seniors who may have handled some situations like this for some ideas.
- It is always good to build a network of other sales people beyond your industry which can come handy in such situations.
- Networking and Relationship Building always make the place a WIN-WIN.
