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King Kong
Memories of a Sales Manager: King Kong's Got Nothing on Me! The Day I Met THE Nightmare Cold Call Prospect
We sold outdoor, internally lighted advertising signs for independent businesses and this happened one day while I was field training a new sales person. We made cold calls on businesses working door to door. This made sense since we could easily see the current signage of the prospective business. The new sales person and I ended up in an area where vandalism was rather high, but since our signs where virtually unbreakable, neighborhoods like this often provided good prospects.
We walked into a wine and liquor store and immediately noticed the security glass surrounding the cashier's booth which appeared to be bulletproof. This confirmed that this was probably not a very nice neighborhood. But with a new, extremely keen rookie sales person watching, I fearlessly carried on. The owner, a huge, not-to-pleasant-looking man appeared behind the protective glass and instantly realized that we were not customers and said, "What the hell do you want?"
Undaunted, I began, "My name is John Landrine and we sell outdoor internally lighted signs for..." He interrupted, screaming as loud as he could at us about how he had no need for a sign. I believe his exact words were, "I don't need no!!XX12&*%$!!x*n$?!! sign!! I been here for 32 years! EVERYBODY knows me! Nobody comes in here because of no **!%&^%$!!! Sign!! They come because of ME! ME!"
Now, I'm no saint, but this guy introduced me to a new segment of the English language. However, undeterred, I challenged, "I have a model and some pictures of the sign in my car. I'll show it to you, THEN, you tell me if you don't need this sign!"
"Oh yeah!" he belted. "Well, go ahead and get the blasted %:&^*$! thing then!"
As we headed to the car, the trainee, literally shaking in his boots, suggested that we get in the car and leave as it looked obvious this guy would never buy a sign and he could be dangerous. However, I told him the first rule is never to prejudge who may and or may not buy a sign - you have to ASK for an order! Well, I quickly found that everyone did know the owner and he interrupted my sales presentation every two minutes with customers whom he would have long conversations.
Since the trainee needed the practice anyway, I used this downtime to have him sketch a sign for the store. I noticed a mural on the wall outside that depicted a gigantic King Kong figure towering over the skyline of Manhattan and pouring huge bottle of champagne. In one of the floating champagne bubbles was the face of the store owner, looking down on the city. So, I suggested the trainee sketch that idea on a sample rendering on the least expensive sign that could fit. I was determined to ask this prospect for an order, if it was the last thing I did. (Of course, I hoped it would not be the last thing I did.)
Just as I went to close, a utility worker came in and went into the back of the store with the owner. But two minutes later he came storming out and flew out of the store in a state of terror, with the owner hot on his heels, yelling, "and don't you came back!" he then turned to me and exclaimed, "Those suckers want $500, when I just gave them money last month! They think I got $500 laying around here to give to any Tom-Dick-or Harry who walks in and asks for it!!" Oh, oh, I thought. As in about 30 seconds, I was going to ask him for $900 and that was just a down payment!
As the trainee packed up and positioned himself near the door, I presented the sign and asked for the order. The owner said, "Ok. I'll take it." And turned and walked away. We didn't know what was going on or if he understood the proposal. The thought came to mind that maybe he went to get a shotgun, but he came back with a check for the $900 deposit! Now, normally I wouldn't temp such good fortune, but I just had to know and asked,
"Why are you buying this sign? I mean, what made you change your mind?"
He answered, "All that crap you blabbed about the sign bringing me in more business, man, I couldn't care less about. But all you had to do was tell me that you were going to put MY FACE, on a sign up in the air, in lights...and I would have bought it at ANY PRICE!"
The lesson I learned was that I really didn't believe in my own teaching. I drilled it into the heads of my sales crew to never prejudge and to always follow the sales presentation process completely. I taught them to always design and present the sign that is best for the business regardless of surface conditions. However, because of the prospect's apparent disinterest, I proposed a sign that was a one-third the size and one-fifth the price of what I should have presented, and consequently would have sold. Though I taught the new sales person not to prejudge, that is exactly what I did.
About the Author
Learn more powerful selling, prospecting, cold calling and closing techniques and other successful sales and marketing tips from John Landrine at The Write Business Solution. (www.writebusinesssolution.com)
John Landrine is a former CEO/GM for ExecuTrain Corporation with 25 years experience who provides article, book and e-Book writing and ghostwriting with strong SEO, keyword dense content. John also produces high quality self-help and motivational writing and training. He can create manuals for entry-level to advanced direct sales and telephone sales training, motivation and consultation. In addition, John can supply professional sales presentations, sales manuals and collateral, sales and marketing strategy, planning and design and database/CRM training.
What do they use to knock out king kong?
What is the chemical in the bottles called?
I think it started with a c, and they used it to knock king kong out when they are leaving for New York on the boats.
It was jars of Chlorophyl.
King Kong Trailer (1933)