Life to that…Laughter, happiness….

Life to that…dead prospect

That really attractive prospect you gave up on six months ago is still “calling your name”. And giving that opportunity just one more try is pretty hard to resist.

Regrettably you know they’re still dealing with the same supplier and as far as you know nothing’s changed in their businesses’ landscape to give you a new angle to exploit. And finally you don’t have any new product offering that might be the key to resurrecting their interest.

So, do you walk in, wing it and maybe try pitching the same idea that previously got you nowhere? If you do, you can pretty sure of the same outcome – only this time your dismissal might be faster and less polite. But that still doesn’t mean ignoring your instincts to give it just one more attempt.

What it does mean is that you absolutely need a new idea. If you previously tried lower costs, better results, or more professional service, those are out as a starting point. While you’ll still need them as part of your presentation, they’re likely not what you’ll need to gain favorable attention.

That has to be a really new idea – like providing a sanitation audit that will reduce their employee headcount, or a detailed sanitation plan that delivers dramatically improved cleanliness with their current staffing levels. Or maybe it’s giving them a quarry tile floor that’s clean and slip free.

Whatever that new idea is, be prepared to flesh it out in a meaningful way that succinctly explains how you’ll do it and what benefits it will deliver.

Laughter, happiness…and selling success

A pretty savvy sales coach once opined that if you can make them laugh that’s half the game. Common sense says he wasn’t far off with that bit of advice. On the flip side it’s sure not much of a revelation to state that nobody likes a sourpuss.

Yet a lot of folks in sales aren’t practitioners of what might be called practicing the habit of happiness. Of course with rare exception those folks also aren’t typically the most successful in sales, or life for that matter.

While we’d all agree with the coach’s premise, we’re just as prone to not practice it. Taken literally the idea that we need to make customers laugh to make the sale is one we’d sensibly reject because it’s silly to think we’re going to be able to leave our customers in stitches on every visit.

But taken practically we can convey a pleasant and happy persona and maybe that is half of the game. By having and projecting a cheerful, and yes happy face people are more naturally drawn to us. And that can lead to more success in our customer dealings and certainly greater success in sales. And it certainly trumps the off-putting effect of a sour disposition any day!

Next up: A little secret to being happy.