What's up with that?

I suggested to John three times to modify the sales contest so that participants would participate throughout the month, not just at the end of the month. He doesn’t latch on to my idea. The guy next to me follows up with ‘hey I think you should do set it up so that throughout the month we can be shooting baskets(part of the contest) in order to keep engaged.” John says, “That’s a great idea!” He just said the same thing I did, but somehow John got it that time.

What’s up with that? Maddening! Well, what’s up with that is that’s how it works…for some people, so get used to it. It’s part of their strategy they need in order to be convinced.

I remember my Mom used to do this to me all the time (victim here, right?.) I’d make a spot-on suggestion for her 2-3 times, then she’d call me up and be like, “I was talking to so and so from such and such and they said to do [my idea.]“ “Mom! I’ve been trying to get you to do that for a while now.” “Yeah, well, I did it and x happened.” At first I thought it was a parent-child thing, but then I realized it’s a strategy thing. So, now I do it purposely because I know it’s all going to fall into place as soon as the third party chimes in and steals the show. Hey, third times a charm.

For you salespeople out there, if you find that a person is partial to this strategy, what position do you want to be in during a multi-competitor proposal process? Do you want to be first, or do you want to be the party to present after they’ve already heard your solution.

Utilize.

Photo Credit: cookingdiva on Flickr