My wife and I have been looking for a leather sectional. We went to a local furniture store and found what we wanted. In addition to the sectional we also wanted an ottoman to place in front of the sectional so we could all stretch out while watching our favorite movies.

The sectional could be delivered in four days but the ottoman might take three to four months if it was available. The sales person told us she could check to see if the ottoman was available but the vendor she deals with would not be motivated to give her info on the ottoman unless he knew she had closed us for the sectional. I told the sales person we wanted the sectional, would not sign the order form unless we knew we could have the ottoman as well.

The sales person  resisted and again insisted on her needing the order signed so she could use the order as leverage to get information we needed. Politely I let her know that getting the information I wanted was her problem and I would not give her an order without the information I needed.

Now let's deal with reality. She wanted the order and tried to close as she should.  The mistake she made was to not take responsibility for her actions. She pretty much said, I am not powerful, I can't get the information you want, it is the order that will make the difference.

As a Top Performer she should have focused on why we wanted the sectional and gone to bat for us, her customer and cross sold us the ottoman. Furthermore, it was her responsibility to get the information. Doesn't the vendor's sales person work for her?

Let's hear your comments.....AGREE? >>>>DISAGREE?

"I need to hire a sales person but I am so busy I have not been able to get to it."

This owner was very busy answering the phone, taking orders and completing requests for bids.

We have a choice of working in our business or at our business. When we are not working at our business we do not put the energy into planning and strategizing.

When we are constantly working in our business we really only have a job and not a business.

 

I visited two nurseries in our area intending to purchase eight seven foot Canadian Hemlock trees. The first nursery had six foot trees for $180.00 dollars each. I was told I had to remove the trees from the truck myself when delivered and move them to the location were they would be planted. I don't usually shop around, my time is very limited. I decided these people were not the company I wanted to do business with.

The next nursery I visited had the seven foot trees and were $189 dollars each. The person taking care of me told me the driver and his helper would remove the trees from the truck and line the trees up seven feet apart in the location where they were to be planted. He also suggested I put two bags of soil that had been treated with fertilizer and mix it with our rocky soil for each tree. The person also explained how to plant the trees and how much and how frequently I should water the trees.

When the sale and the delivery arrangements were completed I was so impressed with the service I received I asked the gentlemen if he was the owner. He told me he was not but loved trees and loved what he was doing.

Hiring the right person and matching them to a position is critical to achieving Top Performance in the Job.

  A prospect went to our web site www.turrisissociates.com looking for information on how to write an ad to hire sales people. When I called the gentlemen he informed me he had targeted the mortgage industry. He went on to say the mortgage and real-estate business was in a down turn and sales people were looking to leave.

When I asked the prospect what business he was in I was told he was a house builder. His plan was to write to mortgage company owners and recruit sales people that wanted to leave the industry. He wanted sales people that understood financing and real estate.

Let's pretend for a moment that a mortgage agency was to respond to his letter. Do you think for a moment am agency owner would be inclined to give out names of employees who were top performers or poor performers

When  the criteria for hiring a sales person is industry knowledge, I can't help feeling the focus is on presenting when it should be on Hunting for prospects, Qualifying or Disqualify Business Opportunities and the Closing of sales.

I recently had lunch with the president of a mid-size company.  During the course of the meal the subject of cold calls came up.  I asked the president if he ever accepted cold calls.  His response was that he was too busy and therefore, would not.  The president from another company indicated that usually he did not accept the calls unless the caller was persistent.  Yet another company executive said he would if he recognized the name or if the caller left a message that led him to believe the caller understood his business and could contribute value.

On another occasion I had the opportunity to ask a purchasing agent the same question.  He informed me that he always accepts cold calls.  He further explained that he was always willing to set up a meeting because he was always on the lookout for new products and services or for better pricing.

My own experience has taught me that it takes a minimum of ten to fourteen calls before reaching the president.  I vary my calls by the day of the week as well as the time of the day and my message is always different.  

If you are interested in reaching presidents of companies call consistently, vary the days and times of your calls, let them know you are there for them and not for yourself and be wary of purchasing agents.