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Elvis Has Not Left the Building:
Following the Elvis Sales Policy
Mike Hourigan, CSP and Tim Connor, CSP
Everyone is familiar with the expression “Elvis is in the building”. But do they know why it was so important? It was a warning to the hotel staff to be on their best behavior when Elvis played Las Vegas. This warning prevented any embarrassment or silly misunderstandings caused by hotel staff that could upset Elvis. The Elvis policy is one that should be adhered to by salespeople as well.
Here are a few examples of where the Elvis policy can come into play. I once made a sales call with a fellow salesperson and on our way to the car we were discussing the client. Some of the language we used to describe one of her staff members was less than kind. Unfortunately, the person we were discussing is the one who ran out with the planner I left on his boss’s desk.
The policy to remember is you are with the client from the minute you enter the parking lot till after you are off the premises and everything counts. Company parking lots are under surveillance, so even if you are in the most concealed parking spot it is not a good place to throw out you fast food wrapper. It is not a place to be recreating last night’s karaoke performance or discussing your strategy for dealing with the client. You have no idea who is running out to their car to get their cell phone.
I was with a salesperson who just got their first order and he was busting to celebrate. We were outside the building when he jumped up in the air to high five me with a few well selected, let’s call them slang, words. Of course, we were outside the break room and were overheard by only 15 employees!
Let’s not forget how technology allows us to be recorded anywhere at anytime by anyone. I am sure your karaoke show in the parking lot would look great to all those YouTubers out there.
The same policy holds true for conference calls, voice mails, text, or anything else that can be digitized. Conference calls are notorious for keeping track of information by mistake. Therefore, after you finish a conference call and the customer hangs up - Elvis could still be in the building or on the line. Make sure to hang up and call your boss back on a clean line! If you are leaving a voice mail you can usually press the*key and erase and rerecord. This helps you leave out the barking dog, the baby crying or the fact that you started to ramble and sound like an idiot.
Another location where Elvis can be spotted is at the convention hall, when you could be buying a hot dog, setting up your booth, or even washing you hands; you do not know where Elvis lurks.
Think about how many Elvis sightings are reported each year. Now multiply the number by your clients and prospects – that’s a lot of ‘little Elvis’s’. When you are in sales, Elvis is always in the building!
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About the Authors:
Mike Hourigan and
Tim Connor are co-authors of the book
SOLD - Discovering the World's Best Sales Training Program. They help companies who want to increase their sales results through better hiring, management and a revolutionary new sales method.
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