My biggest sale almost didn’t happen

How the client actually sold my services to himself

Thrive invites voices from many spheres to share their perspectives on our Community platform. Community stories are not commissioned by our editorial team, and opinions expressed by Community contributors do not reflect the opinions of Thrive or its employees. More information on our Community guidelines is available here.
Contact the author at msmccpd@gmail.com.

My most memorable sale was made…by the client himself! To himself! On my behalf! His name was Darius Irani, an executive with a manufacturing giant on the West Coast. I was just starting on my own as a solopreneur and was thrilled to have landed a contract with this company. I was providing a training program dealing with effective communications and he was my of my “students.”

On the last of the ten sessions, I went through the usual closure. I summarized the main points. I told them what they should do to engage in continuous learning. I passed out the evaluation forms. I collected them and directed them to the training department. I packed up. I said good-bye. I left.

As I approached the guard station to turn in my security badge, I heard a voice behind me. Darius stopped me with a question: “Why are you leaving?” And then and there (for all the world to hear), he gave me a much-deserved lecture. “Why aren’t you stopping by my desk to ask about future needs? To share your insights about our skill levels? To sell me more training programs? Your problem, Marlene”–he spoke with the authority executives possess–“is that you have only excellence. But excellence is not enough. You need hype and you have none. If you want to succeed in business,” he advised me, “you need equal amounts of both!”

With that, he strode away. The guard had the kindness to avert his eyes and pretend he hadn’t heard my comeuppance. And I? I rushed back to the office, called Mr. Irani, and asked about his future needs. I shared my insights about skills levels. I sold him another training program.

You might also like...

Community//

Do You Hate Selling? How To Love Sales And Make A Bigger Impact

by Kathy Caprino
Discontent biracial lady gesturing face palm on camera against yellow background
Community//

5 Reasons Not To Offer Free Webinars Unless …

by Amy Goldberg
Celebrate good times, come on
Community//

Celebrate Good Times, Come On

by Remy Blumenfeld
We use cookies on our site to give you the best experience possible. By continuing to browse the site, you agree to this use. For more information on how we use cookies, see our Privacy Policy.