For 15 years, before I set-up on my own as a compassionate communication coaching practice, I worked as a director of business development and held a senior role in client services. And as you can imagine as any self respecting sales person, did not often pass up an opportunity to pitch and up-sell. There are times however, when it is appropriate to not pitch. There is a time and place that is appropriate to pitch to people.
Last year I was invited to attend an all expenses paid trip to New York by a client. For a strategic planning meeting, of how to help a very large globally recognised brand, to improve their revenue. The 3 days of meetings, were as you can imagine very busy with ram packed schedules. There were several attendees at this meeting, that represented different businesses and areas of expertise, who were there to play a part in the delivery of the objectives of this large organisation.
There were representatives of 6 other businesses at this meeting (of which I was one), in New York. All of whom, apart from me, was from the US so perhaps my assumption was that they would know more about the culture and how best to behave in the meeting. And am I glad I stuck to my instincts and did what I knew to be right.
4 of the other attendees from the external companies, felt that it was appropriate deliver a hard pitch during a strategy meeting, to the global leadership team, of a large globally recognised brand and attendees from other organisations. Maybe this is the old school US way of doing business or simply that the other 4 companies whose representatives were pitching were just inexperienced in "reading a room". I can tell you that after that meeting the only 2 companies that this large global organisation didn't "fire", was the one I represented, and another organisation whose business owner was wise enough to know that this meeting was all about focusing on solving the issues the client faced, This gentleman, had previous experience in working with an audience outside of the US.
The message I have for the people who did get the boot is: You are not setting up a one-off, pop-up stall selling fish in a market. You are there representing an organisation that sells a service! And meeting with a very senior leadership team with representatives from across the globe. My advice to you is to behave like a consultant, be professional and respectful to all parties in the room.
All 6 external attendees were already pre-selected and invited to the table of this very impressive Manhattan boardroom (to work with an equally impressive brand). We were each the only ones within our area of expertise in the room. We were there for a planning meeting. What made these people think that it was the right time to do a hard pitch it truly beyond my comprehension.
I am sharing this rant and story because this happens every day. Great opportunities like this do not come knocking every day and when they are wasted because some sales people do not know how to communicate appropriately. Is such a shame.
The purpose of the meeting was to focus on the issues the clients were having. And as part of this to give a bit of an overview of the organisation each representative was from, as an introduction to everyone in the room and what exactly the action steps would be to help. The men that were pitching (the ones that got the boot) were the typical "hot shot", "think i'm all that" type of person with very little in form of humility or humanity for that matter. The type of person that gives sales people a BAD name. I have worked in sales and being in the 100% quota club, takes dedication and is by no means easy. I also know some of the most incredible sales people, who I have worked with or met across several countries in Europe & Asia. The qualities they & I have in common are:
- Always focus on the objectives, clients issues and work out a solution
- Know when they don't know something - They don't just wing it,they bring in the right experts at the right time
- Great listening skills
- Can read people really well
- Compassionate - show humanity and are humble
- Are the trusted adviser - Challenge the client when necessary to help them get better results and point them in the right direction even if it means away from you
- Build good relationships - communication and trust are key
- Always close the deal and get repeat business
If your sales team is getting a lot of knock back or actually still have this old school way of selling then perhaps its time to reevaluate. In this modern day and age when your competition is global, then you need to think and act in the same way. Perhaps investing in some Compassionate Communication Coaching maybe an option. It might even transform the culture of your organisation, to one that really gives a *beep* about the people behind the deal and money. Don't forget people by from people, be a person 1st and the rest will follow.
I have over the years built some incredible relationships and had fantastic feedback in the work I have done, which I am going to share with you.
"Kavitha's sensitivity easily uncovers personal barriers and her up front, honest and open approach gives it to you straight. She is not afraid to say what needs to be said but does it in a way that makes it easy to take.
I would recommend Kavitha for anyone who is stuck in either personal or work relationships."
Mo Harford, Motivational speaker,sales and employee engagement trainer and coach
"Kavitha is a warm, generous spirit. I worked with her in a couple of coaching scenarios. In one particular instance, the work she did with me had an extremely positive impact on my sleep patterns. She is fun to work with and has an intuitive sense of what her client needs" Grant Telfer, RVP Platform, UKI at salesforce.com
"I have known Kavitha for the last couple of years and have worked with her within coaching during this time.
She has a wonderful bubbly personality that will give you no other option than to like, respect and trust her to draw out and work with your deepest fears, identify your dreams and help you find ways to bring them to reality.
Kavitha is a caring, intuitive and innovative coach who I am grateful to have met and worked with and I cannot recommend her highly enough" Simon Maryan, Mind-Body Health Specialist, Author & Speaker
"Kavitha is an inspiration to work with! I have known and worked with Kavitha for more than 6 years and in two different company's. All the while she has helped me develop considerably in my professional career. She is a skilled motivator and has tremendous professional attributes. Over the years, I have seen Kavitha land major deals and generate pipeline in the order of millions of pounds. Moreover, she turns an otherwise sedated environment into a vibrant, energised and thoroughly pleasant place to be" Shpat Shala, Business Development Manager at Allhires
"It has been a breath of fresh air to work with someone like Kavitha who actually listens and makes suggestions based around our requirements. Kavitha also brings in her knowledge in a consultative way to ensure that we get the results we need even if that means that she is advising us on internal process rather than using her services. I would have no objection to referring Kavitha to any of our Global regions and have done on several occasions." Nimisha Overton, Marketer at Microsoft
I do hope that someone can learn from the mistakes of these people. To business owners that value the large deals and adding logos to your belt to show off with; invest in coaching and support for your teams. So that next time, they can make the most of such an incredible opportunity and close the deal.