I made it thru the holiday season and past the big sales of the new year without having to strangle any salespeople.
You know … the Herb Tarlek types.
What I’d like to know today is, did any of you have any wonderful experiences with some sleazy, cheesy, greasy salespeople ?
Help a blogger with too much to do and not enough time to do it, keep his blog crisp and clean, with loads of caffeine !
I’ll resume regularly scheduled programming in a day or so.
For now, tell me about any bad salespeople in your past, present or office.
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I had this telesales lady call. When I told her I had no need for her service (in a nice way, while I could hear the humm of 100′s of people in the background), she said I was an “ass” and started yelling at me.
Good luck to her.
Wow ! You gotta like that customer first attitude.
Maybe she’s looking for another job already … did you get a number ? We need a real professional like that around here.
I purchased a car 5 years ago and the salesman asked if I would like to have a security system installed on it. I said “No thanks”. The boss came over to the salesman while I was there asked him if I was purchasing the security system. The salesman told his boss that I wasnt purchasing the extra security package. At this point the boss says in front of me and to his salesman “Let me show you how its done”. The boss turns to me and repeats the exact same pitch the salesman had given me about the security system. I still didnt purchase the security package.
What a goofball !
That may be an all-time Top 5, Harvey.
Thanks for sharing and come back soon.
I suggest you do a list of categories in your left sidebar that reflects common problems sales people experience.
I am racking my brain trying to find good online info on How to get past the secretary, the gatekeeper. On a cold call, do you never state what your business is? Or do you be nice to the receptionist, honest, upfront, and charming? I think the transparent and charming, but sincere and polite approach is best, but need tips on how to do this effectively. Help. please.
Hey VtG,
I’d never suggest being dishonest about your intentions to the gatekeeper, so that’s out.
Also, cold-calling’s not the best way to go after business.
The best way is to make them come after you. A white paper that suggests their problems, offers a solution and then suggests that you have one of those solutions is the all-time best way and the all-time best for that is Mike Stelzner, who commented earlier in the conversation.
Send me an email to mike @ this domain name and outline your industry and the problems getting in and I’ll see if I can drum up some advice.
Howzat ?
Yes, very good advice. I am a sales manager for a web design firm. A prospect that challenges me is a local restaurant supplies wholesaler, who someone said “will never have a web site”.
White paper is THE answer, you’re right. I need to spend a day researching his industry online, then write up a report on how a professional web site, with ecommerce apps, can solve some of the pressing problems of businesses in his field.
I could also mention how industry leaders and competitors are using web sites effectively, increasing sales, etc.
NOT “Hey you need a web site, and we make ‘em” BUT RATHER: “Hey here’s a report I thought you might find interesting”.
That’s exactly the tactic that works on most people … but not all.
Here’s a formula that will sell those who hate to be sold:
Make them aware of a problem …
Tell them about some solutions …
Sell them your solution.
The only caveat here is this : There may be 3 or 4 ways to point out their problem and you’ll likely only get one chance, maybe two, so the research you do first must find out how they view the world and their industry.
If they’re a glass half-full type it’s one solution, if they’re doom and gloom it’s another, etc.
I’d also look at websites of other restaurant supplies dealers and see how they approach their audience. You may find an avenue that’s workable but not yet paved … and it may be GOLDEN.