The Egg Chiller Lessons from a Cookie Company

摘要

I was asked by a young professional HVAC service sales person's sales manager to go with him on a sales call. We visited a cookie company. I swore off cookies years ago. You see, my broad mind and narrow waist had traded places. His name was Mike. This young man was going places. He was always well dressed, his funnel was almost always full, he followed up with his prospects, he made solid presentations; there was only one thing missing. He didn't listen for the implication need. What do I mean by that? I had come along with him on a sales presentation or "Close." His prospect was a Plant Manager of this large industrial cookie company. As I listened and watched, a nugget had been dropped in his lap and he missed it. There was a strong implication need casually mentioned. He had not heard it. It had to do with response time and break down of equipment, specifically the Egg Chiller. I decided to speak up.