Episode 126 - The Strangest Sale I Ever Made

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Recently I was looking through my book High Stakes Selling and
I arrived at this particular chapter where I talk about a
conversation that I had some time ago with one of the biggest
sunglass chains in Australia at the time. 




There was a lady who worked as a buyer for this chain that had
been in the industry for a long time and certainly knew her
stuff but had a bit of a reputation of being a tough nut to
crack.  




It seemed near impossible to get into that chain. 




As you can imagine, a lot of companies really wanted to get
their products into this store, and in front of their thousands
and thousands of customers. Instead of just wishing or “trying”
to get a deal, I managed to book a meeting with this
lady, hoping to make the deal. 




The guy that I worked for knew her through a previous company
that he represented, and he said to me, “All the best, but
don't be surprised if she shuts you down”. The guy that had
been in the role before me also knew her because he had a
couple of meetings with her, they pretty much reached deadlock
on every occasion. 




These guys were a huge account, and our product was selling
really well, it was growing quickly. We were already dealing
with a lot of surf stores, but we weren't dealing with
mainstream eyewear-type clients and that was the reason for
setting up that meeting.  




So, we started what was a very polite conversation, and it was
going great... or so it seemed, up until a point where
suddenly, things took a turn for the worse. Somehow, we ended
up arguing about a completely irrelevant matter to our purpose,
and I could see that the conversation wasn't going
anywhere good. 




What was the outcome of that meeting? Eventually, we mapped out
an opening order for sunglasses for their national eyewear
chain, which included their over 200 stores! 




Listen to this episode to find out what I did, and how, what
seemed like a very unpromising encounter, culminated in closing
one of the most profitable sales I’ve ever been involved with.
I know you'll get a lot out of this story because there are key
lessons in it that can apply to so many situations in
business development. 



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.