Sales, Composure and the San Francisco Giants

Years ago, when the Giants were still in Candlestick Park, I was selling a software application that helped technology departments manage and track service calls for their HelpDesks.

I had an appointment with the business side of The San Francisco Giants and I drove out to Candlestick Park.

I introduced myself at the reception desk and the IT Manager was called.  Soon, I was led down and into the bowels of Candlestick Park, at this time having only Wrigley Field, in Chicago, as an older Ball Park in the National League.

I was lead into a conference room that had cold concrete walls, a cold utilitarian ceiling with exposed pipes and I set up for my presentation and soon, I had a room full of techies and nerds.

I started the meeting with some questions to confirm their need and expectations.  I then presented our solution, precisely fine tuned to their specific needs.

They seemed impressed with the technology and it did appear to be a valid solution for their situation.  Next, I asked about number of users and such, trying to determine license cost.  From my experience, I was able to add all the costs together and come up with a general idea of what a fully installed and operational system would cost them.

I felt I had been successful in presenting a solution that would resolve their issues, improve their client satisfaction, and provide a cost savings over their current system, giving them an excellent Return on Investment; that all important ROI.  I calculated the complete system expense in my head and I was ready to state this to them as a good starting point for our negotiations.

I wanted to do a trial close.  A successful salesman is never afraid to ask for the order and I was ready.  I looked at the IT manager and announced, what I believed, would be a good starting point for a fully installed and functional system.

Next, I asked the question I had asked hundreds and hundreds of times before.  This was my "go to" question that would tell me so much about where we all stood.  I had the proper plan but, again, my execution failed me.

I swear that the next thing I said was, "Am I in your ballpark?"

Now, being a serious Giants fan and suddenly remembering who I was addressing and where exactly I was addressing them, caused me to lose my composure completely.

I babbled on and on, unable to stop, and was only digging my hole deeper and without escape.

"Of course, I'm in your ball park. I mean this IS candlestick. I mean, yes ball park, haha,  Go Giants.  Haha, ballpark!"  I babbled on and on.  My audience was hysterical in fall down laughter, and they were tremendously enjoying the fool I was making of myself and the bomb being laid.

Needless to say, I got the order!!   Go Giants!

I came, I saw, I survived