You Are Eliminated ! is common in the complex B2B sale
Reality TV series are hard
The horrifying phrase contestants of reality television series like Big Brother, Americas’ Next Top Model, Idol, The Apprentice, Runaway Project,… don’t want to hear is: “You Are Eliminated”.
As the build-up to the elimination is painstaking slow, the contestants are all nervous which leads to the eliminated person to show his emotions and express very openly preferably with tears.
Or even warn for a future revenge.
It is even better if one or two of the survivors also burst out in tears for their lost friend or companion.
The more sadness, aggression or anger the better for the TV Reality Show.
The B2B complex sale is harder
Every complex B2B sale is a similar elimination game with several rounds in the sales process.
The big differences with the reality TV-shows are:
- The salesmen can guess their competitors but don’t face them
- The salesmen never meet in front of the jury side by side
- The incomplete jury: the CEO decides but doesn’t participate in the meetings
- The elimination decision isn’t communicated that easily – salesmen need to inquire
- There is no drama involved
- The salesman has no place to show emotion or think of revenge
- The competition in reality TV shows takes a short time span (hours – sometimes days), whereas the sales cycle can take months and even years
Still “You are Eliminated” is a common happening in everyday life of the salesman and he will not express his anger or aggression towards the missed client.
Instead he will try to keep doors open and hoping for a next chance with this company.
How about your emotions when you loose a deal?
