Listen: Don't Use Natural Disasters to Pressure Clients
"You're listening to the daily sales tips podcast and i'm your host scott ingram david weiss sent this tip to me over the weekend and i i wanted to get it out to you as soon as i could while hurricane dory and is still relevant but is you'll hear. This tip doesn't just apply to this hurricane good morning sales success community david weiss comanche here with a tip of the day so as many of you know there's a very large hurricane mccain coming towards the coast of florida right now call doria and i am working through a few other partners of mine at at eighty p on a opportunity that we've been working for quite some time and they happen to be located in florida so last tweak a colleague of mine came to me and said david i've got i know you're speaking to them later today. I've got a great idea of how we can close this opportunity on your call and i said hey man you know. I'm all ears. I think we're pretty close but but he got says me let's tell them that the hurricanes coming and that they need to sign with us now because hurricanes coming and if they don't sign with us now they may be delayed d- for a couple of days or even a couple of weeks and that would mess up their timelines and we can you know get working on <hes> everything behind the scenes while they're repairing their business so i thought about this for second. I replied back. I said look there's not a hurricane close technique. I'm going to have a conversation with them and we're gonna you know see where their business is that and their decision process and we'll go from there so i got on the phone with the client and start talking to her and i and and the conversation of course of the hurricane comes up and how she's doing and how their associates are doing things like that and she says david i was gonna cancel this call but i wanted to talk to someone that wasn't gonna talk to me about the hurricane and i start laughing and she's like if i had done a shot of tequila for every single goal time someone said dorian to me today. I would have been asleep by about nine a._m. And she's like i currently have over a thousand emails emam box. No joke in probably eight to nine hundred of them are associated being worried about him and i said are you know oh tons of empathy. Hey preach taking the call really understand where you guys are at and we just kind of had a really empathetic good conversation and it ended with her making a couple of weeks to our agreement and asking me to revise it so i could send her so she get it over legal team in our legal to start reviewing and we left the a call with me saying hey look normally i would during this part of the call just be asking for basic timelines that we both agree to serve on the same page with what things look like moving forward but i'm not gonna they do that to you instead. I don't wanna put any pressure on you. I want you just to go and get your mind right. Help your business. Help your associates. 'cause i really feel for all the structure under an everything. That's you know up in the area. Now it's kind of chaotic and she's like david. Thank you so much really appreciate. It took the call today. 'cause i needed a break. This was a really great conversation. I'll let you know kind of how things play out over the next week them perfect so we leave the call and this kind of comes to the point of the conversation. If y'all haven't gotten it already we weren't at the final close step. Her legal team hadn't even reviewed it and if i put pressure on it to sign it today the this this person person like probably just couldn't it would have been the wrong timing. She probably gonna handle it. She's a professional but mentally speaking her head was not in a. I need to sign a contract with a a vendor. You know i it was. I need to protect my associates and i need to be there for my associates for you know their houses potentially not low longer being there in a week or two so <hes> i shifted towards this part and you know what i want people to take away is there's. There's no magic bullet. There's no such thing as the hurricane clothes unless sure selling products and solutions for hurricane management like batteries in water or sandbags or something along those lines lines don't try in us you know disasters or you know some other major negative events that are happening to your clients to try and get them to do business with you. Have empathy have understanding put yourself in their shoes know where they're at in their journey and be really honest with yourself. You know is a deal closing today or you know or we really. They're in the process for not. Let the process play out or ganic but putting milestones in place that help you kind of get to where you need. As far as you know you wanna be loved by the state were here today. Here are the steps that need to take place between now and then but be empathetic and things are gonna come up so that's all i have today. Hope you have a great week and hopefully this was helpful and i'll come back with more tips in the future. Thanks"