Goldilocks and the Three Bears - A Sales Fable

Once upon a time in the bustling world of business, there was a young sales rep named Goldilocks. She ventured into the marketplace woods each day, seeking prospects to turn into loyal customers. But unlike the fairytale version, Goldilocks wasn't after porridge—she was after the perfect sale.

Her first call led her to a very cold lead. The customer, though polite, was not interested in the slightest. "Too early," he said. "We’ve just renewed with our supplier." Goldilocks thanked him kindly and moved on, not discouraged. Rejection, after all, was part of the journey.

Her second prospect was a hot lead. This one had big expectations, a budget that didn’t match, and wanted everything yesterday. “Too complicated,” Goldilocks thought, as she jotted down a follow-up note for the future. Again, not the right fit for now.

Then came the third. This prospect had done research, knew what was wanted and appreciated the value Goldilocks was offering. The timing was right, the budget was reasonable, and the need was genuine. After some negotiation and a well-crafted proposal, the prospect said yes. This one was just right.

For every perfect fit Goldilocks found, she had to go through two that weren’t quite right. Some weren’t ready to make a change, others didn’t understand the value, and some simply weren’t the right match. But with each no, Goldilock’s questions became more focused, her approach more personalised and her timing more precise

She learned that a successful sales process isn’t about pushing the product onto anyone who’ll listen. It’s about understanding who’s too cold, who’s too hot, and who’s just right. It’s about listening carefully, reading the signs, and not taking rejection to heart. Each 'no' was a step closer to a 'yes'.

So, in summary, Goldilocks knew that success came from persistence, patience, and knowing how to find the customer whose needs, timing and expectations aligned with what she offered

And every time she closed that “just right” deal, it made the two rejections before it worth every moment!Top of Form