I know the title of this week’s blog
is a bit cheesy, sorry about that. I’m sure you’ve heard the play on this title
from a famous sports agent movie, but not too sure you’ve heard goodbye. Long
before the movie was even released this is a phrase I’ve come to love in the
sales world, “you had me at goodbye”. So, now you’re probably asking, “what in
the world is he talking about?”
Well, I’ll let you in on a little
secret that I’ve been using in sales for over 20 years. No matter how good or
bad you feel a meeting has been going, the tell-tale sign is the goodbye. I’ve
sat through decent meetings that I thought went well until the goodbye. That’s
when the decision maker hurried me out the door because of another meeting and
barely uttered goodbye. That particular deal never happened. And, in an
opposite manner, I very recently had a meeting that I thought was just oaky,
but the decision maker provided me with parting words that made it all the
worthwhile. Not only did she say goodbye, she referenced several talking points
from the meeting, expressed her gratitude for me driving to her office, asked
if she could visit my office for the next meeting to meet the team, and wished
me well as I walked out of the door. We are now very close to signing the
contract.
Keep in mind, especially in a first
meeting, that saying hello can be awkward. There is sometimes a moment of
silence, or the need to break the ice, and then get down to the business of the
meeting. Meetings, depending on the topic and attendees, can be quick and easy
or long and drawn out. It is your goal as the sales person to remain in control
of the meeting, keeping the agenda moving forward, and hoping you’ve kept their
attention to move forward toward a signed contract at some point.
I have found that when it comes time
for goodbye, this is the moment of truth that will set the stage for whether
your potential new relationship has legs to stand on. If it appears genuine you’ve
done your job. If it appears rehearsed or rushed, keep your fingers crossed.