3 Times I Went ‘Too Far’ To Get a Deal

When you work in sales or a founder – losing is not an option.

A win at all costs mentality separates the great and those who aspire for greatness.

With that in mind – I have often been questioned for going outside the realm of my professional boundaries to make things happen. I feel that although unconventional, this extra effort serves as a differentiator from my competition; who don’t put in the extra effort to secure new business.

Example #1 – The Pool Cleaner

I’m not going to tell you where or when this job was to preserve my privacy - but this is 100% a true story.

I was only a young man at the time, still in my teens and a very good looking lady, recently divorced, was spending some of the settlement on a range of new computers for her and her four children.

I had many jobs selling computers at different stores – but the combined package was my biggest order to date.

The deal started to stall – with her complaining about the materials being useless if she didn’t know how to set them up.

Most people wouldn’t care – but seeing it was the weekend – I really wanted to do anything it took to secure the new business. Without hesitation, I offered.

“I’ll come and help you set them up if you take them now.”

Me taking the extra step got me the deal but that’s not where this story ends.

Being mid-way through setting up the first computers the next day, she came strolling into the room with a pair of blue bathers in her hand stating,

“Do you clean pools as well?”

The situation would typically be the dream of any young man.

For dramatic purposes – I’ll live the ending to this tale ambiguous, but I can sure tell you that sales has taken me to some weird places.

Example #2 – The Donut Deliverer

Last year my quarter was coming to a close, but still I had a number of key deals that were taking too long to move through. I had tried everything – phone calls, emails – yet no one was taking that final step.

I’m not sure about you, but I know one thing that always opens me up to any possibility. Donuts.

I remember I would go through 100 laps at swim class just for that hint of warm, goo-ey cinnamon goodness at the end of a training session.

Having no car in San Francisco – I bought several packs of gourmet, handmade donuts and delivered them by hand to my key clients all over the city. Of the ten I delivered, one returned the signed contract within the first hour; with four others going on to become key business partners of mine.

The power of donuts.

Example 3 – The Evolutionary Professor

Many years ago, I was tasked with selling to one of Australia’s largest companies, in fact they are now the largest firm of their kind in the world.

Despite having 1,000s of employees – all new expenditure had to be signed off and approved by the CEO himself, being a family business.

He was notorious for being hard to engage and had even walked away mid-sentence from prominent people in the business community upon initial introduction.

Even though I was able to successfully book meetings with key leaders in the organization; they advised me that their CEO hated being sold anything and was notoriously anti-social. They even said that he hated 3rd party vendors so much that they couldn’t think of anyone who had sold to them successfully.

Putting on my creative cap, I found that this particular individual had a prevalent affinity for science; having written many books on the topic. Over many weeks – I took the time to carefully read his material and to craft a 5000 word thesis exploring the key themes and my responses.

Upon reading my paper – not only was I able to secure a meeting, but also secured his blessing to do the largest deal in the history of my previous company to date.

Who said selling isn’t a science?

Often as sales people, founders or in other lines of business – we have to go to the furthest lengths to make sure we get the deal done.

There is a fine line between far and too far – but I don’t think the word ‘caution’ has ever stood in the way of anyone determined to over achieve.

Tell me if you feel I went ‘too far’ or share with me your experiences in the comments below

Originally posted on WolfofYorkStreet.com