Banana peels and… Extemporaneous and yet…

Banana peels and…Slippery situations

We got the all-clear from that prospect, so we thought it was a done deal. But when we show up for the install, we get the really infuriating (and disappointing) news that they’ve decided to give the old supplier “one more chance”!

It’s a scenario that we could and should have seen coming. So maybe it’s really our fault. Yep, we’ve seen this movie before. But there is a way to insulate us from seeing it again.

It’s a replay of “pealing the banana”, a defensive weapon we can use when that competitor is trying to steal our account. That’s where we tell our at-risk customer exactly what the pretender will promise to do if he gets the business. Then we’ll explain precisely why it won’t be delivered.

Similarly in the case of that almost done deal we forewarn our new customer of what that old supplier will says he will do (which to date he hasn’t) to hold the business.

Then point out how he won’t be likely to deliver on those new promises because up until now he sure hasn’t! As frosting on the cake you can point out that had he done those things in the past they wouldn’t have entertained your proposal.

Next: Celebrating the win with class.

Extemporaneous and yet …very carefully planned

President Rutherford B Hayes was asked to say a few words an event where he wasn’t scheduled to speak. After extemporaneously delivering some eloquent words, he was praised by his aide on how powerful his comments were – especially considering that they were extemporaneous.

Hayes then quipped, “Young man, never forget preparation in speech making is absolutely critical … especially when the speaking occasion is extemporaneous”.

Despite the validity of carefully planning our prospect calls and even slotting them for specified days in our territory coverage plan, there are those spurs of the moment opportunities where we need to act extemporaneously.

To the extent we’ve rehearsed those approaches, our success in that impromptu cold call is better grounded and therefore more likely to result in a positive outcome.

Having that mental library of well-rehearsed openings to call on and then delivering the follow on presentation that capitalize on it might seem to be “seat of the pants” selling to the casual observer. It is, however, anything “butt”. (Pun intended)