What Do Buyers Think Of Sellers ?

I see as almost as many salesmen every week as I see customers. Or at least some weeks I do.

At the end of that week I can usually say that I saw not one uncommon salesman among them. Zero. Zip. Nada. None.

Why are there not very many uncommonly good salesmen out there today ? I can think of about 20 to 30 reasons and I’ll start going thru them tonite and keep after it til I can’t think of any more. Or get tired of doing it.

Instead of telling me so much about your business, why don’t you tell me what you can do for my business. Just like a carefully crafted sales letter, I need benefits not features. It’s all about me.

Instead of trying so hard to get me to say yes, why don’t you ask me if your product is really good for my business. You might even try to convince me it’s good for me by showing you have actually studied for the sales call. That would be a first.

Yesterday I made a sales call that had kept me up for several nights. Bothered the heck out of me for weeks. I studied. I reasearched. I looked for a crack to squeeze thru. I also came back to the office with an order for over $215,000. Must have been luck.

My time is my most valuable asset. Don’t waste it by leaving me 6 voicemails in one day. That little bit of time it takes me to listen and delete them is enough to return one more call that I need to make. If I want to talk, I’ll call you back.

I left a message for a customer every day for 3 weeks before they called me back. But only once per day. At precisely 1 PM. Every day. They knew I’d call. I knew they’d call back. Eventually. Oh yeah, that was the sale I spoke about in the previous point. Must have been luck.

Make fewer calls on me and to me and make more intelligent calls.

I wouldn’t mind you calling me every day, IF you have a different tip for me every day. Sometimes I find out about 4-5 projects that will be perfect for a customer of mine. I don’t tell him about all 4 or 5 in the first call, I call every day and make him think I’m really looking out for his business. Afterall, his business is my business.

There will be times when I can’t use your product. There are times when I can’t sell mine. I’ve said it before and I’ll say it again – When you find out you aren’t getting the order, ASK for the next one. Right then. Right there.

Make it known that you accept their decision like a professional and start working for the next order. Just that little bit of professionalism will put you miles ahead of most sales people out there today. It will also brand you as someone easy to work with and that will increase your sales with 95% of the buyers out there. Don’t whine.

Let it be known that you’re disappointed, but that you are ready to start on the next opportunity.

Here’s a great little slogan to remember and USE :

” Some will, some won’t, so what, so what’s next ? “

Use that to help you get over your disappointment and start your preparations for the next sale.

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