A recent travel experience in Bali, where persistent street vendors showed me what fear-based selling looks and feels like, helped me see the world from our clients’ perspective. Here’s a travelogue excerpt to tee this up:
“TRANSPORT? GOOD PRICE! MAYBE TOMORROW?”
Like the dogs in Ubud, there was one really big down side to tourist beach life: the very persistent vendors. The Balinese could use a lesson from Charlie Green on the value of trading in the hard sell for a more subtle approach. Reallllly got on my nerves after not too long. Very different from anything I’ve experienced in Thailand or Laos. A whole ‘nother level of persistence.
Walking down either the vendor-lined main street or beach walkway (pretty much the only way to get anywhere) routinely went something like this:
Vendor (with big smile): “Hello, how are you?”
Me (smile): “Fine, thank you.”
Vendor (with big smile): “You need transport?”
Me (smile): “No, thank you.”
Vendor (with big smile): “I make good price!”
Me (smile): “No, thank you.”
Vendor (with big smile): “Maybe tomorrow?”
Me (smile): “Won’t be here tomorrow.”
Vendor (with big smile): “You need ride to airport?”
Me (smile starting to fade): “No, thank you.”
Vendor (with big smile): “I make good price!!”
Seems harmless enough, but imagine walking another three feet to the next vendor (there are literally hundreds of them, side by side) … and repeating the exchange all over again. Exhausting. Truly. The resort I initially turned my nose up at became a safe haven after one pass. I actually began to dread going out!
What I later realized after talking to one driver (I succumbed) is that it’s all fear-driven. August is the height of tourist season and the resorts aren’t as populated as usual. Which means they’re clamoring for their survival and the shtick is an act of desperation.
Doesn’t make it any less irritating, but does cast a different light on it.
While I suspect we are all far too “professional” to ever show up like my Balinese vendor friends, I’m going to assert that we have our own subtle ways of being ineffective with our clients when we perceive our survival (emotional, psychological) is at stake. Think back to the last time you could taste a high-stakes deal but were afraid you might not close it.
My own personal brand of fear-based selling is a cat of a different stripe; when I’m confronting my own survival issues, I err on the side of being tentative with/withdrawn from clients. This looks like me not following up regularly, following up late, not following up at all, or following up with worry about being an imposition in the background. None of which serves my clients, as they end up feeling one or more of the following ways: confused, unsupported, irritated, anxious.
The questions for today are: What does your own personal brand of fear-based selling look like? And what’s the impact on your clients?
Originally published by BossaNova Consulting Group, Inc.
Andrea Howe
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