Let’s try and work out how to get back on track

How are you doing?
So Elon, I've heard you wanted to chat.
Let’s try and work out how to get back on track.
I've missed you.

Real or imagined, these are supposedly the words of rapprochement from the current American President to world's richest man at a huge public memorial there Sunday.

So claims but one lip-reader, anyway. Yet the veracity of such surmisal is perhaps a distraction.

In one sense from our Sales arena, in one image comes the inescapable presence of why bean counters are wrong to dismiss 'hospitality' events. When correctly prepped for they have capacity to make significant progress. As seems clearly set up in this political case.

Whereas such vital groundwork can get lamentably left undone, I was also reminded of the classic aphorism;

'you catch more flies with honey than vinegar'.

I looked up this proverb's origin. It supposedly first appeared in print in 17th century Italy. Its wisdom, that it is more effective to be polite and flattering than to be hostile or demanding, is one I see often ignored. Be it in motivation, persuasion, negotiation. To neglect it is to win less. To find losing, your default.

Especially given sustainable, repeatable, solution selling is best primed upon win-win.

I've had plenty of difficult conversations with sales leaders when the buyer line between forceful and bullying is traversed.

Seeking a fair but profitable deal, advantageous to both parties, is not a weakness. On the contrary. True partnership is what underpins real business growth.

I can think of times when a chief exec tried to humiliate me into accepting a grossly unfair discount. Always done with an audience.

So misguided. Committing a kind of cultural suicide. Left wondering why they never quite achieved what they'd been convinced was theirs to attain.

The first occasion it occurred, I made sure the it was lesson learned.

You get phone calls or mails the evening before a meeting. Stating unless you're going to capitulate, then don't bother coming.

The 'vinegar'.

It's only happened a couple times since, but then I knew to not take the bait.

If they don't value what I uniquely bring, then how can our collaboration continue?

They don't like that.

Not all clients are created equal. And we should never be reliant one alone.

It's not just principles at stake. For 'good accounts make good friends'. And whilst not all successful business relationships are friendships, none so feature our customer rubbing dirt in our face.

If you hear similar words as above from a client, heed them. You can do business. It's up to you to give it a proper go.