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Sales 101: Beware The Dreaded Cell Phone Ringer
By Daniel Sitter
Salespeople are notorious for consistently searching for ways to improve their performance, provide additional services and increase sales. Sometimes however, despite their very best intentions, salespeople "shoot themselves in the foot" allowing disaster to replace success at the most inopportune time.
I recently made a sales call on a new prospect which was carefully investigated and researched prior to that initial visit. That call was quite fruitful, from the initial call requesting the appointment to my presentation itself. It set the stage for a secondary visit, a joint call with our factory representative of a complex electronic product line. I knew that this factory representative was skilled regarding his product line and came highly recommended from someone whom I respect. In other words, I felt prepared, "armed" and ready to engage this future customer in dialogue concerning his production operations and our opportunities to provide needed solutions.
Initial pleasantries proceeded as expected, thus we began asking detailed questions concerning their existing operation. Our prospect, the Engineering Manager for a well known second-tier automotive provider, had unexpectedly asked the production manager and a manufacturing engineer to join us. Although these additional individuals were quite welcome and I was excited to have this wonderful opportunity to be in front of so many key individuals at their plant, it soon became evident there would be a concern over the professional impression we would impart upon them.
You see, ten minutes into our presentation, the meeting was interrupted by my associate's unusual and loud cell ringer. He paused, retrieved his cell from his inside coat pocket and looked at the screen to see who was calling. Appearing disturbed, he further interrupted his presentation to the group, looking at his while saying "excuse me," and took the call, thus turning his back to the audience. Although his conversation had concluded in mere moments, the rude interruption left an obviously negative impression on our audience, setting an ominous tone for the remainder of the meeting. Unfortunately, my prospects knew exactly where they ranked on our scale of importance.
Few actions convey rudeness to another person or states "you are not nearly as important to me as I say you are" more than
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