Read the following “Real Life” exchange between me and a “suspect”. First, pretend that you are my sales coach. What would you advise me to do next? Second, pretend that you are my suspect’s coach. What’s his problem? (You may want to look here: http://www.objectivemanagement.com/References/index.htm).
Here’s the exchange:
Me (email 1/18 5:59 AM) I was talking with (a client of mine), yesterday, about our CEO Luncheon. He suggested that if there is still room, that he’d like to have you attend as his guest. There is, but we have to give our final count to the White Cliffs on Friday. So, please, check your schedule and R.S.V.P. today.
Him (email 1/18 2:32 PM) Thank you for the invitation – I will be in attendance.
He and I spoke after the Luncheon and scheduled a call for 1/31 @ 2 PM. He wasn’t there when called. I left my number, but he didn’t call back.
Me (email 2/2 8:41 AM) Thank you for attending our Executive Luncheon on January 24th. We’ve talked with almost everyone that requested a call already. You requested a call, scheduled a call, then neither took nor returned my call. My wife and I are going on a cruise tomorrow. So, my plan would normally be to follow up with you when I return. If you’d prefer not to talk to me, please take a moment to reply as such and if you’re so inclined, give me some feedback.
Him (email 32 minutes later) I do not know you or your style but I sense tone in your email. I did not take your call because I was pulled to a meeting and not available that afternoon. I have not returned your call simply because I have not yet made it to my non-client related returned calls. I have no issue with speaking to you especially since I took the time to attend the seminar. Thanks.
Me (email 2/11 8:04 PM) I’m back and well rested. I have my annual physical Monday morning at 8:30. I should be in the office by 10. I expect to be in “response mode” for the first half of the week. Please feel free to call me at 508.389.9350 x223 at your convenience.
Him (email 2/12 9:13 AM) I am just back as well and will contact you by midweek. Thanks.
Him (email 2/20 1:47 PM) I still owe you a call – I will make that happen. Thanks.
Me (email 39 minutes later) I’m not around today, but should be tomorrow.
Him (email 20 minutes later) Ok,Thanks.
I don’t know why, but I called him Friday, the 23rd. He answered and he agreed to call me at 1 PM today. At 12:59, today, I received this email: I am on a conference call that is going long – I could be 30-40 more minutes. I will call you at home when it is over. Thanks.
He called at 1:47 and left this voice message, “Hey, Rick, ________ calling about 10 minutes of 2. I’m here in the office (phone #). I’m here alone, so if you call back and I happen to be on a call, you might get my voicemail. So, I will call you back and hopefully we won’t play too much phone tag here. (Phone # again.)