Avoid the Lobster Pot
November 1, 2012 by Bill Rosenthal

How do you catch lobsters? Put the trap on the sea floor, put bait in it, and wait. The lobsters innocently crawl in, but can't get out. This is the same trap in which sales people sometimes find themselves. 

All sales professionals have fallen into the "lobster pot" at one time or another. Often we've said we can deliver something by a certain date, only to discover additional customer expectations and complications. Perhaps we've talked about our high end customers, and the client thinks our organization is too large or our prices are too high for them. 

When you hear a question, give a short answer, then find out what's behind it. Say: "Yes, we do that, but I'm curious...why do you ask?"