Worst Selling Tactic
Once upon a time long ago in the past, I would spend a good deal of time working with my sales reps who were all scattered across the USA.
We had an interesting collection of reps, most of these folks were inherited, some of whom I hired.
By the way, there are a few still hanging around the "Land of the Frozen Chosen", but I'd bet a Dunkin Donut; they don't brag about that in mixed company (do you??)
Well one old timer who I inherited always gave me a kick, since he thought he was just about the best darn sales person* in 3M history. (Now I knew that couldn't be, since I had that same humble opinion of myself!)
*Let me stray a bit at this moment. Anyone at 3M who thinks it takes any effort or talent to sell a Post-It note or Scotch Tape, it's about time you had a reality check! There are pre-school kids who can explain a Post-It note so get real!!
Now back to my old friend. .
We were working in Manhattan, calling on a major company (that shall remain nameless.)
Since we both hailed from Brooklyn, hanging around the Big Apple was second nature to us. Some of our farm boy Midwesterners would gawk at the high buildings, or get scared when they shot up the NY skyscraper elevators!! Perhaps that's the reason they spent so much time at the hotel bar every night and day??
This wonderful NY Sales Guy had been at 3M for 37 plus years (he's now jettisoned-rather eliminated since that degree of experience has obviously very little value over there!)
He was working on a very large project for Uncle M (3M) and I had offered to assist him, since I could never quite figure out if he really was going to close a deal or not!
We were walking down Wall St. when he pointed out a gent heading in the opposite direction.
Moving faster than a speeding bullet he collars this guy abruptly on the street corner.
He does a quick introduction of who I am, and asks him if he's made a decision about our film?
The guy pauses and tells us that he's just returned from a trip to Israel.
He returned late last night and hasn't slept a wink. Seems he took his dog, Tippy with he and his wife and upon their return at JFK, Tippy was nowhere to be found in the baggage claim area.
They waited and waited and frantically went to the service desk begging for Tippy's where-abouts. Waiting what seemed endless hours for any word pertaining to their beloved pet, they were notified at 5 AM that Tippy was DOA.
Tears welled in his eyes as he shook his head sadly. "We loved that dog", he murmured.
My rep looked at him and quickly responded:
"Enough about Tippy, when are you cutting that PO for my film?"
I just about died with Tippy.
This really happened!
Mike Feldman
We had an interesting collection of reps, most of these folks were inherited, some of whom I hired.
By the way, there are a few still hanging around the "Land of the Frozen Chosen", but I'd bet a Dunkin Donut; they don't brag about that in mixed company (do you??)
Well one old timer who I inherited always gave me a kick, since he thought he was just about the best darn sales person* in 3M history. (Now I knew that couldn't be, since I had that same humble opinion of myself!)
*Let me stray a bit at this moment. Anyone at 3M who thinks it takes any effort or talent to sell a Post-It note or Scotch Tape, it's about time you had a reality check! There are pre-school kids who can explain a Post-It note so get real!!
Now back to my old friend. .
We were working in Manhattan, calling on a major company (that shall remain nameless.)
Since we both hailed from Brooklyn, hanging around the Big Apple was second nature to us. Some of our farm boy Midwesterners would gawk at the high buildings, or get scared when they shot up the NY skyscraper elevators!! Perhaps that's the reason they spent so much time at the hotel bar every night and day??
This wonderful NY Sales Guy had been at 3M for 37 plus years (he's now jettisoned-rather eliminated since that degree of experience has obviously very little value over there!)
He was working on a very large project for Uncle M (3M) and I had offered to assist him, since I could never quite figure out if he really was going to close a deal or not!
We were walking down Wall St. when he pointed out a gent heading in the opposite direction.
Moving faster than a speeding bullet he collars this guy abruptly on the street corner.
He does a quick introduction of who I am, and asks him if he's made a decision about our film?
The guy pauses and tells us that he's just returned from a trip to Israel.
He returned late last night and hasn't slept a wink. Seems he took his dog, Tippy with he and his wife and upon their return at JFK, Tippy was nowhere to be found in the baggage claim area.
They waited and waited and frantically went to the service desk begging for Tippy's where-abouts. Waiting what seemed endless hours for any word pertaining to their beloved pet, they were notified at 5 AM that Tippy was DOA.
Tears welled in his eyes as he shook his head sadly. "We loved that dog", he murmured.
My rep looked at him and quickly responded:
"Enough about Tippy, when are you cutting that PO for my film?"
I just about died with Tippy.
This really happened!
Mike Feldman
Sopmetimes people (and companies) get desperate to make a sale. This often leads to schizophrenic strategies that don't work and new plan every year.
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There are some companies that suffer from this "weather vane" mentality a bit more than others. This is because they have no "skin in the game". Organizations that import their management from other areas of the company, particularly when the other areas have more sales, profits or corporate stature than window film. These latest developments stem from some "personal" reactive thinking rather than any iota of strategic thinking. Once gain they have demonstrated their insufferable arrogance.
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