Professional Outside Sales

I was traveling with my manager when I was still ‘new’ to the industry and we went into an appointment where we knew we were not one of the current suppliers.  During the meeting we learned that there was little chance of becoming a supplier because of previous commitments. The meeting was professional and we walked out with an understanding if anything changed they would call us or we could call on them anytime.

I received the following positive points from the meeting;

• I was able to meet another long standing business owner in a small industry
• I developed a better understanding of their supplier commitments which would help me in other similar appointments
• I could eliminate them from my list of prospects allowing me to focus on others
• Being new in the position I could make mistakes and polish my approach before sitting with a Key Account

My manager stepped out of the meeting saying “well that was a waste of time” which shocked me, I was new to the industry and wanted to be my best in front of her… I knew what I gained from the meeting however I wondered if she was right.

Months later I received an e-mail from our VP that the commitments of that prospect and their affiliates have changed and we should approach them and maintain any relationship we have as there may be new opportunities coming.

No appointment is a waste of time.