Quote:

It was not a matter of them not having anything on Tuesday. They canceled. me so that the group that comes on Wednesday could come on Tuesday instead.This after I went and did all sorts of self promotion. They still want me.They are being held hostage by this group. I'm tired of this sort of stuff and they are just the straw that broke the camels back.



The fellow who used to head the Sales dept. of the firm I used to do development for taught me quite a bit about such things. Being the techno-geek type, I had little understanding of the process. We used to do lunch together at work and he would relate the inner goings-on of his sales efforts, among other lively discussions.

Some things that this experienced and very successful salesman taught me:

*"You have to pitch to ten in order to sell to one."

*"No sales pitch is ever a waste of time as you never know where a seemingly failed pitch is going to go over time."

*"Sometimes the pitch that failed with a certain potential customer turns into a sale being made to someone or some entity known only to that potential customer. People like to be helpful to each other and sometimes will go as fas as actually doing the sale for you - to someone else whom you don't even know.

John, it sounds like you made a successful sale here, the only problem is that the particular date in question had to be set aside for reasons that at this point are purely speculative, but always consider the innocent side of such transactions, keeping that optimistic viewpoint. It may only be that the contact is trying to keep a certain party whom has been doing bidness longer in the happy seat. A common scenario, actually.

Stay positive with the contact, let them know that you are still available for future work and that as far as they know, it is no harm, no foul as far as you are concerned. Tell the contact that you *understand*.

Because you've already made the sale, man. Time to not let them know about your personal letdown and be gracious about this as far as they are concerned.

Give it time, for it may just work into the Good Thing, you never know.


--Mac

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