I just returned from a wonderful business trip to New York city. While there, I managed to sprinkle in some fun, which as you know, isn't too hard to do when in The Big Apple--the city that never sleeps.

Fortunately, one of our clients has an "in" with a famous Broadway producer, and he managed to snare two perfect seats  to the musical, "Wicked". If you have not seen this Broadway production, I strongly recommend it. What an incredible experience. It was so good, that my friend said it was one of the most memorable evenings of her life. So, now that I've built up the production, you'll learn more what this has to do with sales and managing the unexpected.

 

If you have ever seen the Wizard of Oz, you know that Glinda is the good witch, who wears a prissy floor-length beaded gown. In the second act, Glinda comes out onto the stage, wearing her lovely gown, and what's visibly attached itself to the hem of her dress is nothing other than one of her blonde wigs, which had apparently clung onto the beaded trim. So, while traipsing around the stage with this parasite on her hem, at some point she realized it, swung her dress around and subtly shook the skirt so that the wig landed on the stage, visible, but off from stage front. Ah, ha, I thought. She saved the day...especially since I had been fixated on the wig since she entered the act.

 

So, what does this have to do with sales? And you? Everything. The reason is, you are dealing with the unexpected every single day. Right? You call to close a deal, and the client says she doesn't have the time to talk. Or, you show up for an appointment, and the customer had to leave earlier to handle a family emergency. Or, you receive a verbal agreement, get ready to sign the deal in ink, and the CFO put a halt on the plan unexpectedly. Sound familiar?

 

In this article, you will learn the top three ways to deal with the unexpected, manage adversity in your calls, and maintain your dignity (just like Glinda!) Here you go...

 

1.  Plan for the best result, and have a back-up plan. If the client stands you up for the appointment, consider what you can do. For example, if the receptionist says "Harry had a family emergency and had to leave." Find out when he may be back. Is there someone else you can speak with in his absence? Can you leave a detailed note for him, outlining the plan that you were to discuss?  If you know him well, see if you can call his mobile number, leaving him your contact information, and ask if you can assist him. Perhaps his mother could use a ride to the hospital to visit a relative while he's tied up in the waiting room.

 

2.  Rehearse for different scenarios. For example, if the client says she isn't prepared to sign the agreement, have on paper what your response or next steps are. Perhaps she simply needs more time. Maybe she is deferring to a higher authority and you need to prepare a different type of presentation. Maybe you can provide a factory tour, a list of references she can call, or walk her through the latest white paper on your company's capabilities.

 

3.  Do what Glinda did. "Shake it off." When adversity strikes, don't take it personally. Consider what may be happening that is affecting your customer's life and realize it doesn't have anything to do with you, it's just the business environment. So, don't get mad, consider alternative strategies. For example, one of my clients' parent company was just acquired by a holding company. He is hesitant to invest any money right now, so that means he's put off coaching for his staff. I realize that change is happening, so my fall back position is to stay in touch with the weekly ez ine, call him later in the summer to follow up, and send a email every 3 weeks.  

 

So consider yourself lucky if you don't have any parasites attaching themselves to your clothing, and remember to anticipate the unexpected by preparing and reacting quickly in each and every call!