Who wants to be a Millionaire

October 6th, 2009

During a recent lunch at the office several of us where in the break room watching “Who Wants to be a Millionaire?”  While eating our food the lady on the show was quickly climbing the ladder and suddenly found herself at the $1,000,000 question.  The host reads the million dollar question and the contestant immediately reacts in a positive way and states “I’m pretty sure it is B.”  The contestant has the 50/50 lifeline left so she uses it.  Her original thought of B is still on the board along with one other choice. She then proceeds to tell the host how excited she is that B is still an option and, gives her supporting facts on why it is the answer. Then she says this, “I think it is B, BUT I am not positive.  I will walk away.”  The audience is shocked, and one of the ladies in our office said “I’m surprised, I thought she had it.”

This lunch experience is much like a traditional sales call.  How often do we have the prospect that gives one positive statement after another, then at the end we get the big “but…followed by bad news” and we are shocked?    Are you doing everything you should on a sales call to ensure the excitement is real and not just a prospect who is caught up in the moment?

Aaron Prickel

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