Please suggest a title

Today I was stupid. Today I forgot everything. Today, I wish I had an eraser.

I have a client, Pete. Pete’s a great client. Does everything that he’s asked. Making great progress. He’s a poster boy for what we preach. A great example and he publicly gives us credit for his recent success.

So, Pete tells me George has a great product and is working really hard, but really needs help. George is a great guy and I should really help him. I see George around a lot and he is personable. I trust Pete’s judgment that George’s product is awesome (I’m not an expert in his field. Just mine.)

So, today, I call George and we talk about his business, etc. and as it turns out, he’s working with a management consultant named Reginald. After a little more conversation, George told me that Reggie was giving him sales training.

Why is a management consultant giving sales training? Because he found someone who will pay him for it. Now, I know Reggie. Reggie wants ten clients, he has one. George. It’s been that way for over a year. If Reggie can’t meet his own sales goals, what business does he have trying to teach someone else to reach their’s? I was pissed and I let it show. I may have said something like the blind leading the blind. I may have asked who was training Reggie. I know that I wondered what made this idiot think that he could teach anybody how to sell?

You ready? Here’s the lesson.

I cared. For some reason, I let George under my skin. Pete liked him. Pete wanted him to succeed. For some reason, I let myself care and I lost my objectivity. I knew that George was making a mistake and I cared that he was wasting his time and money. Exactly why. I don’t know, but here’s the bottom line.

You can’t care until your prospect does. If a prospect wants help, great. Help them. If a prospect wants to let their business go down the drain, if they truly want to, what business is it of yours. Let it go.

7 thoughts on “Please suggest a title

  1. The only difference here, Dharmesh, is that I’m a passionate sales practitioner and although I expect others to “slip” I expect more from myself.

  2. Title: Salesman’s Compelling Desire to Help Overtakes Prospect’s Compelling Need. I’d say you made another mistake too, Rick. As far as George is concerned, is he getting the value he needs and expects from Reggie? If so, you showed a lack of class by saying, “I am better than Reggie.” I am not saying that is necessarily inaccurate. I am better than people that try to compete with me too. But, you bashed your competition, when you should have just asked him if he was getting what he needed from Reggie and if it was working. But, we all make mistakes. You certainly know I do. The most important lesson I’ve learned lately is not to let the mistakes stop me from doing what I need to do, which is find people that will appreciate and value what I can do for them. 🙂

  3. Rick, the title is simple and obvious: “Getting Emotionally Involved Causes You to Lose Control of the Sale”. The good news is that it happens to everyone else all the time but it only happened to you once!

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