Pity Parties Don’t Serve Bacon: Find Your Sales Sparkle by Dawn Wagenaar & Kristy Gusick*

It’s time for a pep talk, salespeople. You may have lost your incentive trip or had to give back
your bonus for a year’s worth of hard work. You may feel washed up, stressed out and done
in. But it’s not over until the prospect bans you from the premises.

Well, we’ve never been banned from a company. We’re simply advising you not to give up just
as the market shows signs of life. Prospects don’t attend sales team pity parties. Some of
them are attending their own parties, so they need hope from a happy camper like you that
business continues somewhere.

Here’s how to get your sparkle back even if your prospects are still in the dumps.

“We don’t have any money! Now go away!”
Hear this before? It’s not fun, but don’t take it personally. The gatekeeper may have a budget,
but is guarding it carefully. Only those products and services that prove to enhance the
bottom line will be considered.

When contacting a prospect, make sure that you clearly understand and can clearly
communicate the value that you will bring. Your mindset cannot be on the close or even
overcoming objections, but on the assistance you could provide this person to make his job
easier or make him look good.

Leverage your interpersonal strengths such as empathy or responsibility to turn any grouchy
response to your advantage. Win them over with the belief that you can make their day
instead of ruin it.

“What’s in it for me?”
You might contact a prospect with the idea of getting something for yourself…or you can
discover her need or pain. Great salespeople add value beyond the product or service. Any
small favor can turn the tide on a lukewarm lead. It’s the difference that transforms you from a
salesperson to a trusted advisor.

Your company may have nixed season tickets or a country club membership. However, can
you still send a qualified referral or make a restaurant recommendation? Sometimes the
simple things like a handwritten thank you card or sympathy card keeps you top of mind when
people are ready to deal.

Whereas years ago prospects may have engaged after four to six separate contacts, it may
now take 12 to 15 “touches” to convert them to clients. That’s when the economy is good.
Don’t get discouraged if a seemingly hot lead keeps putting you off or pushing a deadline. You
must either convince them of the urgency or keep sending sweet nothings their way. Court
them. Woo them.

“I’m not sure I like your tone.”
Gosh, despite all your best efforts, some people may not like you. It’s okay. It happens to
everyone. Not every lead is right for your company. These experiences happen either to keep
you humble or to teach you something.

Perform a 360 analysis on what you should keep doing, what you should do even more, and
what you should stop doing at all costs. Maybe the disconnect is you; maybe not.
Maybe there is no disconnect. Maybe it’s just bad timing. Persistence and politeness will pay
dividends over self-pity and revenge. Before you spray paint the dude’s car, take a deep
breath and schedule a follow up call in a few days — or a few months.

Hey, there are lots of people who want to buy from you. You are good enough and smart
enough. You’re no quitter. End of pep talk. Go get ‘em.

*Kristy Gusick is the Growth Consultant for Ingenuity Marketing Group. She simply loves
meeting people. Her sales pitch: “How can I help?”

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