Sunday, September 9, 2007

Perceived Death as a Negotiation Tactic

This one is from a linkedin connection.

After training some great new sales people, I finished the course off with some reminders on the reasons people can employ NOT to buy - and in view of their inexperience, asked them to just use their first couple of presentations as 'target practice' and carry on with a full presentation if at all possible.

One of the trainees (a slightly built Norwegian lady) gave her first presentation perfectly, kept the price to the very end and delivered it perfectly too. The gentleman chose this moment to have a fit. Not throw a temper - a proper medical condition, falling from his chair and going into spasms on the floor.

I saw this going on and immediately went over to help. The guy was on the floor, foaming from the mouth and in need of urgent help. My trusty trainee unfortunately saw this as his reason to leave her presentation, leant over his body shouting, "SO, JUST HOW MUCH TOO MUCH IS THE DEPOSIT?" The young lady went on to be a super salesperson - but did learn to chill out a little from that point........

By the way, we did get a doctor on the scene, the man was OK after some insulin and a rest :-)

- John P.

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