Lose Your Sale) How to lose an IT project sale.
My name is Paul Karol and I work as a director in a Russian IT company that mostly sells their products into the American Market. What we will discuss today was so costly for that company that I want to share this knowledge so that it doesn't happen to other Russian IT companies.
Case Study
Today I want to tell you about a sale that almost was. I was Consulting for this one company and they were involved in selling software to the United States. This one particular client was in contact with the sales manager for 2 months.
Now this sales manager was very good at their job and they had a lot of charisma on the phone and in the text messages. However they specifically did not know something that cost them a large contract.
1. In Russia it's respectful not to talk about your personal life because you feel that you're wasting someone's time if you do not know them well.
2. In the United States once you have been talking with somebody for a couple of months you would start to consider them sort of a friend.
The Russian IT sales manager had not been in contact with this client for about a week and this was unusual.
They were worried.
Then the text message came that said this.
"I'm sorry Marina that I have not been in contact with you for some time. I took my family and kids to the Lakeside and we enjoyed some time by the beach."
The Russian IT sales manager did not know how to think about this and they asked this question.
" So, do you want to buy our product?"
The American CEO became very upset.
Do you know why he was upset?
Actually what the Russian sales manager did accidentally was very much like saying f$#@ you.
Do you understand why?
He felt a connection with this sales manager and he had gotten to know her over 2 months and felt that he could open his family and a little bit about his personal life to her as a show of respect and Mutual understanding.
When the Russian sales manager went straight to business it felt like a big slap in his face.
They lost the very large contract.
Now here is Kristina Pashnina to give a Russian perspective.
Americans always need closure.
From a Russian perspective, America’s are too sensitive.
“Look at me) I was on a vacation. Having a good time."
Why should I speak about this?
A high-level man should always be working hard.
Just do your job.
Paul Karol:
Wow
The Sales manager was waiting for a direct answer: a yes or no.
It was stepping on her pride. It also made her mad.
The proper answer:
the one that would keep you from losing the sale......
" I'm really glad you had a chance to get away with your family. I know it's important to have some rest and spend some time with your children.
So what have you thought about our product?"
I sincerely hope this helps others for making the same very costly mistake.
