
Learning From Defeat: Sales Lessons From The Pros
2018 ILCT Show Digital Exclusive: This session packed a wallop with advice on how to be a better sales professional.
By Jim A. Luff
I recently shared with you my quest to land a casino account. More specifically, I asked if I should call to follow up on my recent proposal sent in response to an RFP (request for proposal).
I decided to call even if it meant being a bug. I had to know where we stood. I got the dreaded voicemail. I left a message but received no return call. I called another day. Still, no return call! At this point I became a little obsessed with what happened. I mean, I want to be kicked out of the sandbox or be invited to play. I want a line drawn in the sand with “yes” or “no.” You can’t just leave me hanging.
Time to get to work. I call the casino. I was persuasive enough to obtain the guy’s cell phone number. I nervously dialed it. I used a line other than my own to prevent Caller ID from displaying our company name. He answered. I asked if he had an opportunity to go over my proposal. He said he did and that he had decided not to use our company. I was a little stunned, but yet had a feeling there was a reason why he was avoiding my calls.
I decided to ask what company he decided to use. Surprisingly, he said he had decided on none. He said that one reason he was not using us is that we had “aligned” ourselves with another competing casino in the region. He said he did take the time to view our website and found our casino package that promoted a competing casino in another city. Oops! He felt this would make it hard for our people to make a recommendation if we already had a package with another casino on our website.
He then went on to tell me that they are now working with their advertising agency to find a limo service that would more than meet their needs. I asked who their advertising agency was. Once I learned that name, I had to call someone who I know is friends with the owner of the agency. She is now calling the agency to see what their involvement is with the casino. This is no longer a quest. It is a mission. I will land this account eventually.
2018 ILCT Show Digital Exclusive: This session packed a wallop with advice on how to be a better sales professional.
2018 ILCT Show Digital Exclusive: Experienced operators share the best events to pursue when looking for more retail revenue.
2018 ILCT Show Digital Exclusive: A peer-to-peer roundtable looks at the best tools for expanding your operations.
TNC drivers rely on navigation all the time. A good chauffeur will combine it with solid local knowledge.
Sam Mallikarjunan of HubSpot can help you prepare your business for inevitable future shake ups.
The industry was mostly prepared by the April 1 deadline for enforcement of the federal electronic logging device mandate.
Wendy Kleefisch and Lenin Fraga of the CFLA will help get people to the LCT event after their poker tournament.
Ground transportation services lose a round in court and abandon their case to be exempt from the rules and costs.
If you're looking for ways to cut costs and boost safety, be sure to register for this LCT webinar.
The driver browsed videos on his smartphone while headling down a New York highway with 52 passengers.
Companies can reduce their vehicle collisions up to 35% by improving how they manage driver risks.
Following these copyright dos and don'ts on your social media accounts will spare your reputation and your wallet.
Vehicle Pick of the Week: This shuttle looks comfortable, clean, and perfect for tourists.
Its interior design that eschews the front passenger seat to provide the chauffeured VIP with maximum space.
The central Ohio company evolved from a small black car service into a sizable charter and tour operation.
The world's No. 1 online marketplace and trader for professional chauffeured and chartered vehicles, including all types of motorcoaches, buses, vans, stretch limousines, sedans, SUVs, exotics, and classics. New and used vehicles are available from sellers across the nation.
The best online networker to find quality affiliates worldwide and market your company.
Click on any state to see the latest industry news and events in that region.
Get the latest news and most popular articles from LCT delivered straight to your inbox.
Current newsletters:
Check out BestPokerTools.net, they show you what online poker to
| about 11 years agoPeople dig up understanding on things such as this for unique motivations.