Skip to main content
Gerry Weinberg & Associates, Inc. | Southfield, Michigan

Ask Questions

Jack lost a huge deal because of a sudden, ill-conceived emotional response.

After spending weeks preparing a presentation for Ryan, his biggest prospect, Jack was dumbfounded to hear Ryan say, five minutes into the talk, “The assumptions are all too simplistic here. This slide deck looks like something a five-year-old could have put together.”

Jack’s response to this strange remark was instant – and ill-considered. Intent on proving himself right, and his potential client wrong, he said, “That’s an odd thing to say, Ryan, considering that you and I have met four different times about this project…and there’s not one single syllable in this presentation that you didn’t personally sign off on last week when we went out to lunch to discuss it. Actually, there’s a lot of very hard work here from both sides.”

Mario was well ahead of his monthly quota, so he was surprised when Jane, his sales manager, asked him to set a higher sales target for the quarter.

During their meeting, Mario smiled and said, “I thought I’d get a gold medal after the good month I just had – not a higher target!”

“You know what they say about ‘good’ being the enemy of ‘great,’” Jane answered, smiling back. “And what I’m proposing is well within your reach. In fact, if it makes sense to you, I think you’ll find it a lot easier than hitting the monthly target you just hit.”

June is Effective Communications Month. With that fact in mind, consider the following cautionary tale for salespeople.

Will, a new salesperson, had just begun a face-to-face meeting with Maria, The CEO of a big company that Will’s manager would have dearly loved Will to close. Right after the two sat down in Maria’s conference room, Maria asked: