Successful Sales Reps are APTT to Succeed (Part IV)
“But in the end,” Zoot continued, “Bertie went with Flintstone, the cheap-o fire that goes out in minutes, if it doesn’t burn you first! It took every ounce of my willpower to keep from screaming or, even worse, calling Bertie to tell her what I thought of her decision. But I stayed cool, and was gracious in defeat. I even sent Bertie’s a hand-written letter thanking her for the opportunity to bid. Then, I watched and waited. Sure enough, within a few months Bertie’s grew frustrated with Flintstone’s inconsistency and came back to us. You know what Bertie said to me shortly before signing on the dotted line? ‘You treated me so well after you lost that bid—I can’t even imagine how well you’ll treat me now.’ By exhibiting tact I ensured that once Bertie’s got in a jam, I would be the first person they'd call.”
“Beautiful!” Helios said.
“That’s the power of tact,” Zoot said with a wink.
Next week: FEI design guru Cecil explains the importance of using white space in Web and print graphic design.
Today’s FIRE! Point
To be an effective salesperson, you must possess the ability to be tactful when things don’t go your way. If you exhibit grace under pressure, your customers and prospects will remember this and be more inclined to send work your way in the future.
FIRE! In Action: Good Thinking Pays Dividends
Back in 2002, T.J. Tedesco got a call from a West Coast graphic arts business. The company was facing a tough situation: their owner, who also handled marketing, had just abruptly quit. Tedesco knew this was a golden opportunity for his marketing and sales growth company to step in and fill the void. Realizing the delicacy of the situation, however, he restrained himself from pouncing immediately. A little tact and empathy set the stage for a successful, trust-filled business relationship that continues to this day.