tag:blogger.com,1999:blog-227398926429590289.post7583145367689686926..comments2023-03-26T03:40:57.200-04:00Comments on Castain's Sales Playbook: What To Do When It Gets "Weird"Paul Castainhttp://www.blogger.com/profile/10867810438000233934noreply@blogger.comBlogger24125tag:blogger.com,1999:blog-227398926429590289.post-71026447457738810932009-10-29T19:09:30.232-04:002009-10-29T19:09:30.232-04:00Great post Paul!
I once had a particularly hard t...Great post Paul!<br /><br />I once had a particularly hard to please client. He took pride in being contrary. <br /><br />One day I asked him, "How many reps did you eat for lunch?" He paused, shocked that anyone would have the nerve to say this. Then he laughed and gained a whole new respect for me.<br /><br />There's no substitute for humor. When combined with confidence, Melanie Morrishttp://mmmdallas.wordpress.com/noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-86114958574534000292009-10-29T16:37:48.951-04:002009-10-29T16:37:48.951-04:00Thanks John!
Several years back I had a boss that...Thanks John!<br /><br />Several years back I had a boss that used to always remind me that we don't have to take anyone's crap and that I can always walk away from any business if they are disrespectful. He had one rule and that was that I give him a heads up just in case he gets a call from them or the corporate office. One day, I approached him and told him about a situation earlier in Paul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-52356463448668546362009-10-29T15:47:15.824-04:002009-10-29T15:47:15.824-04:00Mr/Ms Prospect,
I'm not certain what would po...Mr/Ms Prospect,<br /><br />I'm not certain what would possess anyone to aask such an impertinet/rude/obnoxious, etc question. What I do know is I'm a professional and I concentrate my practice to working with other professionals. You are not one of them. Thank you for your time.johnhttp://www.commercialprint.netnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-42756291008130425202009-10-28T21:20:14.265-04:002009-10-28T21:20:14.265-04:00@ Adam Trull: Always a pleasure my friend!
Your p...@ Adam Trull: Always a pleasure my friend!<br /><br />Your point is well taken in fact it sheds light on the fact that we have missed perhaps the most obvious tactic of all and that's simply to discuss whatever it is that they are uptight about. After all, where there is no resistence there is no debate.<br /><br />Thanks for contributing!<br /><br />PaulPaul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-61685061228564686342009-10-28T21:04:34.634-04:002009-10-28T21:04:34.634-04:00Paul,
Great article, as always. I'm always a...Paul,<br /><br />Great article, as always. I'm always appreciative of your thorough perspective of our profession.<br /><br />Though, I disagree with most of the feedback here. I LOVE THESE TYPES OF QUESTIONS. If you have something to say Joe Customer, then say it. Let's get your issues out of the way now (e.g.: "aren't you the high-priced supplier", "I had a really Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-67177802587560920112009-10-28T15:49:34.835-04:002009-10-28T15:49:34.835-04:00@Mark: I like that. I wouldn't be able to play...@Mark: I like that. I wouldn't be able to play it off because I would probably end up laughing which isnt cool . . . Makes the situation funnier but still not cool :)<br /><br />@ Donna: Thanks for the kind words. I can see someone handy an obnoxious prospect an Ex Lax and whispering "Psst. This should help"<br /><br />Thank you both and rock horns back atcha Donna!Paul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-86908339018682457102009-10-28T14:31:59.180-04:002009-10-28T14:31:59.180-04:00Paul:
I usually just hand them an Ex Lax and tell...Paul:<br /><br />I usually just hand them an Ex Lax and tell them to call me when they are "regular" Midol is a good thing too.<br /><br />And rock horns to you for a great blog! You are inspiring us Uncle Paul.<br /><br />DonnaAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-17539645412693629032009-10-28T14:28:04.150-04:002009-10-28T14:28:04.150-04:00Sometimes that pause along with a look that says &...Sometimes that pause along with a look that says "Are you kidding me?" can go a long way too.<br /><br />Mark MAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-24474469790448199802009-10-28T13:03:57.023-04:002009-10-28T13:03:57.023-04:00Denise: Fo Shizzle! I have read that book numerous...Denise: Fo Shizzle! I have read that book numerous times and agree with you!<br /><br />Thanks!<br /><br />PaulPaul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-29642384008010740032009-10-28T12:52:34.002-04:002009-10-28T12:52:34.002-04:00Hey Uncle Paul. I enjoyed this post!
I think every...Hey Uncle Paul. I enjoyed this post!<br />I think everyone could benefit by reading Dale Carnegie's How To Win Friends & Influence People. There are plenty of applicable tips and stories in there.<br /><br />DeniseAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-62085148287437309522009-10-28T12:48:05.526-04:002009-10-28T12:48:05.526-04:00Mike: You share not only a great story but a valid...Mike: You share not only a great story but a valid point in that sometimes we get hung up on how people say things and we miss the message. <br /><br />Hearing them out, letting them know that we care enough to make it right, well thats a pretty powerful weapon if you ask me!<br /><br />Nice job growing that account! Talk about turning around a difficult situation!<br /><br />Thanks for Paul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-41120143276855853982009-10-28T12:18:19.664-04:002009-10-28T12:18:19.664-04:00Paul -
Great Post. A little story? During my f...Paul - <br /><br />Great Post. A little story? During my first week as a Global Acct Mgr to AT&T, I sponsored a meeting with our CEO and a SVP that owned 3,000 developers and 3,000 workstations. <br /><br />The stated meeting purpose was to advise that we had lost the account to HP and will be replaced within 24 months. The customer SVP was ANGRY with our demeanor and our ability to Mikenoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-53715221252324389312009-10-28T12:06:06.434-04:002009-10-28T12:06:06.434-04:00Thank you Ed!
Humor is a fantastic way to diffuse...Thank you Ed!<br /><br />Humor is a fantastic way to diffuse those "its getting weird" moments. It also demonstrates that you are quite witty and have the ability to fire back quickly which may or may not be a nice warning shot!<br /><br />Much appreciation my friend!<br /><br />PaulPaul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-15115673220152526902009-10-28T11:50:24.073-04:002009-10-28T11:50:24.073-04:00If the question centers around the product or serv...If the question centers around the product or service offer my default answer is usually "That's exactly why I am here" and then ask how they have experienced this. Then I go on to address their concern.<br /><br />If it is off topic and akward I think humor usually works best. For example, someone once told me when I walked in their office that I look thinner in my email picture. Ed Jones https://www.blogger.com/profile/16490562886200402178noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-1476745409008723602009-10-28T10:27:58.588-04:002009-10-28T10:27:58.588-04:00@ Kim: You are 100% correct!
@James: Preparation ...@ Kim: You are 100% correct!<br /><br />@James: Preparation certainly is key. So many times we know there is a high probability of a certain issue being brought up and we decide to "wing it". Not sure that's such a great strategy. Doesn't work well for me. I like the question you ask them because it puts it back on them and helps you get clarity BEFORE responding.<br /><br />@Paul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-4395314904878913122009-10-28T10:17:50.965-04:002009-10-28T10:17:50.965-04:00Paul: Excellent point to ask "what prompted t...Paul: Excellent point to ask "what prompted the question?" when confronted with a difficult, or possibly offensive question from a prospect. It's important for salespeople to draw a boundary for what contstitutes a fair question, because a salesperson is not obligated to answer every question asked of him or her! If the information requested is genuinely important for evaluating Andyhttps://www.blogger.com/profile/07819988299547204690noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-40887552140188826072009-10-28T09:08:06.262-04:002009-10-28T09:08:06.262-04:00Paul,
This is great! This so hits home. I had a me...Paul,<br />This is great! This so hits home. I had a meeting that was very intense. For at least 10 minutes I played ping pong with a prospect who wanted just to be difficult. Questions like, your the third rep who has sat in that chair.... I get 20 calls a day from people like you... Why are you different? I paused, I answered, I paused, I answered.... I was actually enjoying my ability to Julie McBridehttp://expresspros.comnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-51790821244615272422009-10-28T08:44:04.901-04:002009-10-28T08:44:04.901-04:00I think you point of preparation is key. A good s...I think you point of preparation is key. A good salesman needs to have thought of the question themselves through empathic thinking. Then you answer it.<br /><br />The question I use is "what is important to you about the answer to the question?" Of course I frame it better than how I have just presented it, but it allows the client to expose their values which is helpful when tryingJames Bartonnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-48303878354090613572009-10-28T08:38:01.506-04:002009-10-28T08:38:01.506-04:00Enjoyed the post, especially the humor...you keep ...Enjoyed the post, especially the humor...you keep it real.<br /><br />At my very first sales job - I was 21 and selling door to door electronic thermostats – I had someone be really rude to me and I completely fumbled and left feeling like an idiot. When I got back to the office I told my boss what happened and I’ll never forget what he said. He said “Kim I don’t care how big of a potential saleKim Lillienoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-4229863811985447562009-10-28T07:55:02.959-04:002009-10-28T07:55:02.959-04:00Thanks Jim!
I know these questions are used in in...Thanks Jim!<br /><br />I know these questions are used in interview to see how you handle pressure but I'm not sure why someone feels the need to be difficult during a sales call. Perhaps they weren't loved enough as a child. Who knows :)<br /><br />I agree with your thoughts to just call out the awkwardness of the question.<br /><br />Thanks again for stopping by to contribute Jim!<br />Paul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-79069896108143249782009-10-28T07:15:26.540-04:002009-10-28T07:15:26.540-04:00Nice post Paul.
Why do people ask this awkward qu...Nice post Paul.<br /><br />Why do people ask this awkward questions?<br /><br />Probably for one up manship and to make you feel awkward or not okay?<br /><br />Best bet go vulnerable and call the situation.<br /><br />That question has just made me feel very awkward and I think we both know it's not one I get asked alot or have an easy answer for. If you were in my shoes what would you Jim Powellhttp://www.teeming.co.uknoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-61557269250533848712009-10-28T00:29:19.921-04:002009-10-28T00:29:19.921-04:00Very true Robert!
I remember my Dad teaching me t...Very true Robert!<br /><br />I remember my Dad teaching me that lesson years ago when I was nervous about going out on a sales call. There are people, believe it or not who feel it isn't smart to let someone know when you don't know the answer to something. I'm wondering if the alternative is telling them a lie?<br /><br />Better to be straight with someone. I've never had anyone Paul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-931446367191929892009-10-27T23:32:01.756-04:002009-10-27T23:32:01.756-04:00Hi Paul
The other situation is when someone asks ...Hi Paul<br /><br />The other situation is when someone asks you something you don't have an answer for. Don't try to BS them. Tell them you will get an answer for them and get back to them. <br /><br />Great post by the way!<br /><br />Robert CamaldAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-227398926429590289.post-46881248852218940832009-10-27T21:31:16.548-04:002009-10-27T21:31:16.548-04:00What's your advice for handling difficult situ...What's your advice for handling difficult situations or feel free to share a difficult situation with us.<br /><br />Looking forward to your input!<br /><br />Respectfully,<br />Paul CastainPaul Castainhttps://www.blogger.com/profile/10867810438000233934noreply@blogger.com