- Joined
- Aug 27, 2011
- Messages
- 2,513
- Reaction Score
- 7,133
David Mamet: Coffee is for closers.
Andy Grove: Only the paranoid survive.
I'm among the 50+ crowd here that has been a Husky fan for a long time. What I do involves having a number of sales offices around the country report in to me. (Big ' deal I know.)
When I constantly get word from a rep that all of their prospects "really like them" my paranoia gene kicks in. In fact, this likability index more often than not reveals a closing ratio for new business that is under the desired metric. Top performers always ask where the prospect is in the buying process either directly or indirectly. They cajole, apply the correct amount of pressure and almost always make the prospect feel a certain amount of discomfort throughout the mating dance. They make the prospect constantly aware that choosing "our widget" will make them successful and look good and not doing so would be a mistake. By far, our top performers would describe successful closes as "tough" or "difficult" with expletives added for colour. Never do I hear "they really like me". They know they have the "yes" before it is even stated. No coffee for being liked.
Granted, our prospects aren't 18 years old but for some reason I figured I would just bore you all with this tale of my woe and misery tonight. I'm going to get a coffee and you may not like me.
Andy Grove: Only the paranoid survive.
I'm among the 50+ crowd here that has been a Husky fan for a long time. What I do involves having a number of sales offices around the country report in to me. (Big ' deal I know.)
When I constantly get word from a rep that all of their prospects "really like them" my paranoia gene kicks in. In fact, this likability index more often than not reveals a closing ratio for new business that is under the desired metric. Top performers always ask where the prospect is in the buying process either directly or indirectly. They cajole, apply the correct amount of pressure and almost always make the prospect feel a certain amount of discomfort throughout the mating dance. They make the prospect constantly aware that choosing "our widget" will make them successful and look good and not doing so would be a mistake. By far, our top performers would describe successful closes as "tough" or "difficult" with expletives added for colour. Never do I hear "they really like me". They know they have the "yes" before it is even stated. No coffee for being liked.
Granted, our prospects aren't 18 years old but for some reason I figured I would just bore you all with this tale of my woe and misery tonight. I'm going to get a coffee and you may not like me.