4/7/2009
Overcoming Adversity in Sales – A Short Story
Sales is a great training ground for overcoming adversity, because you face it every day. Early in my career, I hit a rough patch where I couldn’t sell anything. I was supposed to open two accounts a week, and I hadn’t opened any in a month.
It was the dead of winter and already dark, late one Friday afternoon. I was driving across a lonely stretch of Interstate on my way back to Des Moines, feeling sorry for myself. It had been a tough week and I had nothing to show for it – again. I was a failure. A dud. What was I doing here, anyway, selling packaging materials in the middle of Iowa? There had to be a better way for me to spend my life.
All of a sudden I saw a printing company off the side of the road. I had meant to stop there for months, but frankly, had never mustered the courage. It was one of the biggest plants in the area and I was sure they had an excellent packaging supplier. But figuring nothing could make me feel worse, I got off the Interstate and walked into the lobby. It was around 5:45 pm.
The plant was empty except for a few people. A man came out to talk to me and I gave him my pitch. He listened patiently, looking neither interested nor uninterested. When I was finished, he looked up at a clock on the wall. Great, I thought. I’ve bored him to death. Then he looked me squarely in the eyes and said, “Young man, I’m impressed that you’re working so late on a Friday.”
And then he did something that never happens. He game me an order on the spot, and a big one, too – $1000. Turns out the man was the president of the company. It was the beginning of a long and fruitful partnership.
I don’t think I stopped smiling the rest of the way home that night.
Your Turn …
Will you consider sharing your stories about overcoming adversity either in a comment or as part of Robert Hruzek’s fantastic group project, What I Learned From Adversity?
19 Responses to Overcoming Adversity in Sales – A Short Story
I love this story, Brad! So many lessons on so many levels, very few of which are stated overtly. No forced “moral to the story”, no flim, no flam – just what happened to you!
Thanks for sharing it, and a tip o’ the hat to ya for stickin’ in there, Bubba!
Robert Hruzeks last blog post..The Trouble With Trouble
Wow – what an inspirational story. Thanks for sharing that Brad
Jackie Camerons last blog post..Standing out in the crowd
Hi Robert, “No Flim, No Flam” … Great idea for a title. Now you just have to write the book!
Hi Jackie, Glad you like it. It comes in handy after you have a long week of getting nowhere.
Brad Shorrs last blog post..Overcoming Adversity in Sales – A Short Story
Brad, what a great story, and as Robert says, beautifully told.
Joanna Youngs last blog post..How Group Writing Projects Help to Build Community
For a minute there, I thought I entered Music Man country
You’re in Ioway… There’s nothing halfway…
I loved your story. We’re all sales people though we may not realize it — yes, even those of us who hate cold calling and claim we’re not natural sales people. If that were true, how are we making a living? You have to sell your skills to land a job.
Meryl K. Evanss last blog post..8 Ways to Kiss up to the Media
Hi Joanna, Thank you – it’s one of those times that seems like yesterday no matter how far it recedes into the past.
Hi Meryl, Your MZM story was very entertaining (and instructive) – I hope everyone gets over to your blog and reads it. LOL on the music … it was quite a transition going from Chicago to central Iowa, where I found myself smack dab in the middle of conversations about farm implements and horses, topics which I was and remain quite unfamiliar with. Talking about the weather – a topic Joanna recently covered nicely – saved the day.
Brad Shorrs last blog post..Overcoming Adversity in Sales – A Short Story
Brad,
Your story provides a wonderful illustration of overcoming adversity through commitment and perseverance.
In sales, provided that you have an effective pitch and a worthwhile product offering, I could imagine that there are few troughs which would stop the man (or woman) with sufficient tenacity to make it through to the other side.
Andrews last blog post..What I learned from almost being mugged
Andrew, In sales, it seems like you’re never steady. Instead you have constant ups and downs, which is hard for some people to deal with. It takes not only tenacity, but a very positive attitude. You have to remind yourself that things will get better no matter how bad they seem at the moment.
Brad Shorrs last blog post..How Important Is Google PageRank?
Great story Brad, thanks for sharing. Always nice to see examples of the right thing happening at the right time and how important it is to keep putting yourself out there so it does.
Fred H Schlegels last blog post..Cardboard Creativity… Making Do While Making Great
Hi Fred, So true. There’s an old saying that sales people don’t lose orders, they just give up before the prospect says yes.
Brad Shorrs last blog post..How Important Is Google PageRank?
Brad, I’ve always been a little afraid of sales and selling. I have to admit that your posts are always helping me see things differently, build more confidence and want to learn more. Thanks!
Alina Popescus last blog post..Twilight star needs real online persoanl brand strategy
Hi Alina, At heart, many people are a little afraid of selling. You’re probably much better at it than you think. Thanks for the feedback & I’ll try to keep helping!
Brad Shorrs last blog post..Business Blog as Base of Operations for Online Marketing
Oh my goodness the things we say inside our heads about the clients we could have but decide they don’t want us because it’s friday, raining out and the coffee I have spilled coffee on my blouse will have them think I’m a dweeb
I wonder how many sales we let get away ….
mother earth aka karen hanrahans last blog post..May The Bunny Be With You
Your opening sentence seems to suggest that selling is best regarded as phase to be experienced in one’s professional life vs. what it is for so many, a profession to be honored and esteemed when done right. While some seem to have a special knack for social interaction that can certainly be helpful in building and maintaining rapport, successful salespeople come in so many different shapes, sizes and colors as to defy categorization.
My story is from the reverse or buying side. As plant manager, I was responsible for sourcing tank truck quantities of an adhesive that was available from three known suppliers. Our company had settled on an initial supplier for the product used in a new process and quite pleased with their performance over the first year or so of use. During this time the area rep for a second supplier would stop by perhaps once a month and just check on things. He was never pushy but low key persistent, in spite of my comments that we were all set and unlikely to make change. Then, through a series of misadventures – late deliveries, marginal quality, a spike in prices – the opening came for Mr. Outside to show what he could do. I gave him an initial order, dual sourced for a while and eventually switched annual business amounting to six figures to the persistent young man who hung in there and delivered consistently when given the opportunity.
Bill, That’s a good story. Persistence can overcome just about anything, given enough time. Thanks for sharing!
Brad Shorrs last blog post..Book Review – World Wide Rave, by David Meerman Scott
Dear Brad,
Thanks for this great, motivating and inspiring story. I’ve been through this a number of times, and I believe every Salesperson goes through this phase sometime during their career.
I do a monthly newsletter for my company, and this month the topic that we have selected is Sales. Would it be o.k. to use this story on our newsletter and ofcourse your name would be included as the author.
Keep up the good work!
Hi Aisha, Sure – please feel free to use this post. A link back to http://www.wordsellinc.com would be great. I’m really glad you found the story inspiring. Thanks for the encourgement & good luck.
Brad Shorrs last blog post..Influence Customers with Meaningful Terms in Meta Descriptions
Thanks Brad. Will show this story to my MD (as he needs to approve the story before it goes onto the newsletter).
I will definitely send you a copy of our next newsletter.
Regards,
Aisha
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