Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself by Tim Hurson & Tim Dunne

Author:Tim Hurson & Tim Dunne
Language: eng
Format: mobi
Publisher: Penguin Group US
Published: 2014-07-09T16:00:00+00:00

Become a Waiting Room Jedi

Sam, an associate of Jane’s, was describing a recent experience. “They kept me waiting an hour in reception. What a waste.”

“What’d you do?”

“Answered some e-mails, checked my news feed.”

“What’d you see?”

“In reception? Nothing. Bad art.”

“What’d you hear?”

“Muzak?”

“Did you get the receptionist’s name?”

Sam was blank. Jane, as ever, was unrelenting. “What did you think of the men’s room?”

“I beg your pardon?”

Jane was tempted to spell out men’s room for him. Instead, she said, “Look, Sam, last time I had to wait, I asked for the restroom, and where I could get a drink of water. There was a staff kitchen where I introduced myself to a woman getting coffee. Turns out she’s the CFO. I told her I was there to see Jay and that I’d put together the Lebowski deal. She says, ‘Lebowski, really? Give Jay the details. I’d be interested.’”

“All that because you had an hour to kill?”

“I didn’t kill my hour. But it sounds like you did.”

Your clients’ offices—including reception and common areas—are their habitats. They’re filled with clues about the company and its culture. Think of the waiting room as a research opportunity, where you’re exposed to resources that aren’t available in company reports or on the Web. You can honor the time you and your client will be spending together by being an anthropologist—looking for clues to better understand the people you’ll be meeting with. Once you’re in your client’s territory, the only wasted moments are the ones you decide to waste.

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