25 Toughest Sales Objections-and How to Overcome Them by Stephan Schiffman

Author:Stephan Schiffman [Schiffman, Stephan]
Language: eng
Format: mobi
Publisher: McGraw-Hill
Published: 2011-05-23T04:00:00+00:00

13 I CANNOT GET DELIVERY WHEN I NEED IT

I swear the following story is true.

A publishing company in New York had contracted an author in Canada to write a book on a really quick deadline. The author struggled, worked at night, put his marriage in jeopardy, and finished the book just under the wire.

A month or so after he’d completed the manuscript and sent it off, he began to wonder where the check was for the last half of his advance. He started calling the publisher. The folks there told him the check was in the mail. He waited two weeks, but it didn’t show up. He called again. They told him, with considerable embarrassment, that the paperwork had been lost and that this time the check really was in the mail. He waited another two weeks.

Nothing.

Now steam was coming out of his ears. He called again. Sorry, said the publisher, there was a mistake on our part. The check is in the mail, and we’re sending you a present along with it to make up for this snafu.

Slightly mollified, the author went back to waiting. A week later the check finally showed up, unaccompanied by any present. Two weeks after that, he received a call from the Canadian customs authority. They said he had a package waiting if he’d care to come pick it up.

He drove down to the station and picked it up. It turned out that the publisher, in an effort to compensate the author for his time and irritation, had sent a basket of gourmet sausages and cheese. Unfortunately, the package had been held up at the Canadian border, and by the time it arrived in his city, the cheese was moldy and the sausages had gone bad.

So the author had his check—finally—along with a basket of moldy cheese and rotten sausage.

I tell you this story to show how easy it is for something to go wrong with delivery. There are an enormous number of variables, and any one of them can steer into a ditch and throw off the whole chain. When a client starts telling you that he or she needs faster delivery than you’re promising, it’s time to stop and think. After all, unlike an objection concerning price, this is something you may not have much control over. Whereas you set the price, delivery involves external forces: shipping, the state of the roads, or, if the product is coming from overseas, such possible events as a storm and dock worker strikes.

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