Several years ago I was sitting in on a client’s monthly sales meeting. Part of the meeting agenda often featured a valued vendor partner providing product and promotional updates to the team. On this particular day, a new vendor, introduced as a strategic partner, was presenting. As the presenting sales manager begins his pitch, he begins referencing the long standing relationship he has with the senior member of the ownership team — “Maury”. He refers to “Maury” several times before someone corrects him — “it’s Murray.” Oops!
Now, I realize that people can and do get nervous speaking in front of crowds of any size. And, I do recognize that Murray and Maury are pretty similar names. However, if you are going to refer to your long standing relationship with someone, get their name right. If someone is going to invite you to present to their team, show some respect and know the name of the person who invited you. Not only did this individual embarass himself and destroyed his credibility, he clearly upset the owner of the company. There was no saving face.
What likely happened in this situation is that the presenter got so caught up in his presentation and his story, that he didn’t pay attention to some of the other salient details — like the name of the owner. When we get fixated on our agenda, our process, our company story, our team, or our timeline, we run the risk of not absorbing, internalizing, or paying attention to the important details associated with our client’s agenda.
Next time you go into a sales meeting or a sales presentation do yourself and your company a huge favor — pay attention. Listen and learn and know who you are talking with, why they are there, what their roles are and make physical notes if your mental notes aren’t good enough. I am not always good with names in these situations. Because of that, I always write them down, just do I don’t do a “Maury.” Cheers!