Monday, March 09, 2015


I just have to write about this. 

My friend, Deanna Tucci Schmitt, now a yoga teacher, used to be a wonderfully successful sales person.  She had a technique that I think she called "ambushing them in the entry".  Or something similar.  It went like this:  If she was in a prospect's office and they seemed interested in buying from her, but currently were a customer of Deanna's competition, Deanna would ask the client what they thought if when they called the current vendor to cancel that the vendor tried to give a better price or better deal.  "How do you feel about that, " Deanna would innocently ask.  Of course, the prospect would be horrified that they weren't getting the best deal already.  Deanna would leave the prospect knowing that she probably had the upper hand on the old vendor.  And her prospect would become her client.

Good ambush!

So now I have to tell you about other types of ambushing.

Ambush #1

I was at a networking event this week and at the end, I was accosted by someone who came right up to me and pushed some products in my face and said that she wanted me to try these products.  I declined... nicely but firmly because I wasn't interested in the product.  This person lost an opportunity to just allow me to get to know her and maybe even suggest that we meet for coffee where of course I would try to figure out other ways I could help.  But of course I was on the defensive and didn't mention that.

Ambush # 2

This morning I was at the post office early, as I needed to mail a package.  I was using the self-mailing station, when this woman came up to me and said, "Do you have a home church?"  I told her no.  She said, "Well, would you like to come to mine?"  I told her no.  I went on with my mailing chore.  Then as a completed my task, she again said, "Well, would you like this tract, " as she offered a piece of paper to me.  I again told her no. I have to give her credit that she didn't give up, but honestly, give me a break.

In both situations, one networking and the other just going about my business, I had not entered
into these situations to buy.  And I'll bet if I approached both of those two and extended a registration form for my course and said, "Here sign along the dotted line and give me your credit card," that they night have taken a step back.

What are your thoughts on this?

No comments: