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Sales Calls for Mediators

By Dina Lynch, ADRPracticeBuilder.com

Back in the day, when I first starting courting corporate work, getting a human resources person to take a meeting with me was tough. Just getting a live person on the phone was a miracle. Then, once I got the meeting I frequently encountered what I call stall tactics. You know, the person is interested but wants more time or isn't and doesn't know how to say no. Thankfully, I developed determination, finesse and some good strategies for managing these barriers.

If you struggle with what to say, check out this article in the New York Enterprise Report that offers a quick response to the four famous stall tactics:

1. Send me something in the mail

2. I don't have the budget for that (my personal favorite)

3. I don't have time to meet

4. Call me after ....the holidays, next month, next year

Here's what I might say to each of these roadblocks:

1. I can, but meeting allows me to really learn about your needs and create something specifically for you. Twenty minutes, 3 questions and we'll be done. Fair enough?

2. Ok, I understand that. If money was available and you knew this project could solve your problems, would you proceed with this? Great, then let's get creative on finding funding? Maybe a grant?

3. Sure, you're busy. Given what you've told me about the costs to your organization now, can this problem wait to be solved?

4. No problem. Why don't we just set up a tentative appointment now for a month from now for twenty minutes- with the proviso we'll reschedule if necessary.

Of course you can use or modify these at will. Let me know how you make out.

Try. Fail. Learn. Grow!

Dina

Full post as published by Mediation Mensch on October 23, 2007 (boomark / email).