I had a big sales call today. Thirty minutes before, I noticed I lost my internet connection. It got worse, none of my computers had internet. Even worse, no phone. My whole Comcast service was out (which meant my 17 year old had no TV, yikes).
For most people, panic sets in, but not for a sales enabler. I still had my Blackberry. And it gave me a perfect excuse to put aside the powerpoint and just have a conversation. Isn't that what selling is all about?
As it turned out, the call went just fine, but it reinforced my strong opinion that the best thing we can do to enable sales people is to make sure they can carry on an in-depth conversation with the "fox" in the buyer's organization. If I had my way, powerpoint would be banned from sales, because too many sales people hide behind it.
Tell me your story about how you've improvised instead of going into a panic when something goes wrong on a sales call.
