ACCEPTING A DRINK WHILE ON A SALES CALL
Accepting a drink while on a sales call brings out far more emotions in sales managers I’ve discussed this issue with that the all the salespeople I’ve spoken to about it – whether they are ones I consider to be the elite supersellers, above average sales people or simply today’s run of the mill average seller, all agree that alcohol is a “no-no” while on the job. Even the one salesman I asked this question of, while he was working and encouraging customers to sample the special wines he was promoting at Dan Murphy’s (a major Australian liquor group), said he won’t accept a drink while working except on those occasions he was sampling merchandise from different suppliers and manufacturers.
When it came to coffee or tea, most would accept a hot drink while on a call. Moreover, the majority I discussed this with were happy to accept a hot drink as a courtesy, others were indifferent as to whether it was a good idea, a few wondered why I asked, but only one was passionate about accepting a coffee and another was equally passionate that he would only ever accept water.
Long time professional salesman, Paul Axford, says he makes it a habit of declining a coffee early in the call before he begins his presentations an then when he is ready to close, he asks for a coffee, “”Because that way they won’t ask him to leave until he finishes the coffee – even during the longest closes.” He will however, accept a glass of water at any time.
David Berman, a professional investment expert, will never accept anything more than a glass of water. His reasoning is, “The prospect feels that if you accept anything outside a glass of water, they have some kind of “psychological hold on you,” whereas that’s not the case if you accept a glass of water,” whenever he visits them in their home. The scenario changes when in his office or a café he invited them to. They become indebted to him because he “picks up the tab.”
Ultimately the choice is your’s. But before you cast your thoughts in concrete, consider what Paul and David have to say. You may have similar beliefs or what you’ve just read reminded you of a situation where accepting a coffee, tea or water changed the atmosphere of the call.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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