Back when I was a rookie salesman, I wasn't a very polished or confident salesperson. Who is when they first start?
I went in on one of my first presentations...and was a little nervous. I had a computer and a projector, and was ready to show off our products to a new prospect. I get in to his conference room, and pull out my projector. Since I didn't have a screen, I was going to project it on his wall.
Lights dim, projector on....but the wall had pictures on all walls....not that these were fine art, they were motivational posters cleverly framed in a $19 plastic frame (with real glass). I ask the prospect if I could remove the picture from the wall, and he said "sure"
After removing the picture from the wall, we realized that the wall that I was projecting on had a patterned wallpaper, and wasn't a good choice. So like most people, I put the picture back up...being careful to put the wire chord back on the hook.
As I am putting the picture back up, I watched as the anchor slowly pulls away from the wall....I can still picture it in slow motion....
Picture on the ground, glass everywhere....
"I am SO sorry. I will totally pay for that", I said.
"You're damn right, you are", said my prospect.
And then I had to do the demonstration.
I did not sell that day....but now I have this great story.
- Always bring a screen
- Always have the prospect remove things from the wall if necessary.