This is week three for me of a four-week road trip. I’m getting a little loopy, but am collecting some wonderful client experiences, lessons and stories. Here’s one from a British account executive.
“I was going to see a potential client for what could have been an important piece of business for us. Unfortunately for me, I missed the scheduled plane by minutes, and thus was delayed by an hour. I called, and they agreed to reschedule the meeting to accommodate me.
“When I arrived, a bit flustered, the team of a half-dozen clients execs had gathered downstairs, and we all then went to the lift to go upstairs to the designated conference room.
“Unfortunately the lift was made for about four people. We all crammed into the lift, and it slowly began to climb. At that point someone—how shall I put this—well, as we English say—passed gas. The lift continued its crawling pace upward. No one, of course, said a word, nor even altered their expression. There was dead silence.
“As the doors finally opened, we all rushed to get out—all at once. And all 7 of us thereby tumbled onto each other on the floor. We all picked ourselves up, even more embarrassed, and again without saying a word to each other, made our way into the conference room.
“As I set up at the head of the room, I could feel the weight of this triple discomfort: I was late, the tumbling all over each other—and of course the ‘gas’ incident in the middle. It was all contrived to create a mutual sense of misery.
“What to do? I stood in the front of the room and said, ‘Gentlemen, little did I know this morning what a fine level of intimate relationship we should all achieve in so little time here this afternoon. I am honored indeed.”
“Well fortunately, everyone fell all over each other laughing; I had somehow managed to prick the balloon of the unspoken that hung over us like a cloud, and the rest of the day went marvelously. And oh yes, we got the sale.”
What this gentleman had done, in our nomenclature, was to Name It and Claim It; that is, to speak aloud the one thing that no one could figure out how to talk about. He did it with humor—an excellent tool—and was rewarded for the relief he caused by an appreciative relationship, and even a sale.
How many of us waste moments like that, buried in our own fear of speaking the truth? And how many sales do we leave on the table because of it?