Ever watch the show What Would You Do with John Quinones on ABC? It’s a hidden camera show that creates unique situations with actors putting some unsuspecting bystander into a moral dilemma. An example would be a teen actor telling his fake and unsupportive parents he's gay. They have a loud disagreement and the hidden cameras role to watch the reaction of the onlooker(s). The topics cover everything from race, class and even recently covered the topic of The Christmas Spirit.
I had a what would you do moment in my sales career which I was reminded of just last week. Rick Roberge sent an email to a very accomplished group that consisted of Lori Richerdson, Trish Bertuzzi and Jill Konrath. In the email Rick referenced his first impression of me. The question was then posed by Trish if this same statement would have been said and thought if I were male. Rick posted most of the email exchange on his blog where the discussion continued.
The question of gender inequality was on the table and it reminded me of a deal I worked several years ago. I was working with a company who greatly needed the services I was selling, it was a geat match. The influencer I’d been working with had been a partner the entire sales process. She asked the right questions, she was forthcoming with information and was willing to do things for me when I asked - the ideal prospect.Until, it was time to bring me to the President. She became timid, gave every veiled objection you could think of, she insisted on doing the presentation alone and became distant. This wasn’t conducive to her prior behavior. She had been my champion all the way up until her most important role in the sale. What happened?
Best Practice – I always find it best to be upfront and transparent when a prospect greatly changes their behavior and/or story. Bridge the topic very carefully, but honestly. Here’s how I approached the subject with my influencer:
With a very soft slow voice, even fake a stutter to indicate the topic is difficult for me to bring up, this shows vulnerability because I'm expecting the same in return with her answer. “Mary, I’m going to do what ever you think is best. But I’m a bit… well….. confused…. We’ve had such open communication and you’ve been great to work with. You said you need this because of XYZ. When I’m in these situations it’s natural to bring to the person that makes the decision with you. It’s our best shot of getting this approved. Has something changed…..? Did I do something…….?”
I was letting my influencer know, all BS aside, I knew something was wrong and it was ok to trust me with the REAL objection. Be prepared as this approach works. Her answer floored me. “Katharine, you’re right, there is something….. My president won’t work with women sales reps. I’m so sorry”. Mary was a true champion, not an influencer. A topic I'll dive deeper into next week.
My first thought was to pity for her working for him. My stomach turned. I had a moral dilemma on my hands. I also had a quota and commission dilemma. This company needed the services I was selling and they would be a good customer for my company. As sales people we naturally want to make the sale. But even at the price of ignoring blatant sexism? While I wanted to hang up the phone, pull my hair out and write this guy a scathing email, do I teach him a lesson at the cost of my own commission?
I’ll share how I handled the situation and if I closed the deal, but first I’d like to hear what would you do?
