COMMENTS
Albert, Thank you for the comment. I went to http://consumerist.com/ and found it very intersting web site with a lot of interesting information
The scary thing is that this person was taught to do that - one doesn't ask a stupid qualifying question like that from instinct or intuition. I'd like to know who his boss thinks these business products are being sold to...
Dave, I do believe he was reading from a script. You know what it sounds like.
It is the first day on stage; everyone is on stage for the first rehearsal. People are trying to figure were they are supposed to be standing. The characters are reading their scripts from their manuals. As soon as someone says anything out sequence or not in the script everyone looks up and everything stops. In this case he experienced a curve ball and hung up.
Dave you are experienced business professional, sales person and the author “Baseline Selling”. Based on the principles outlined in your book where would you say I was as the prospect and where do you think this sales person thought I was? What did he miss?
Hey Al,
I think you knew you were closable - at home plate but I'm not sure he heard that - perhaps he heard that you were interested - 1st step of a selling process - 1st base in Baseline Selling. After all - he hadn't presented anything yet and most salespeople think they have to make a presentation to sell something! Heck, most salespeople think they have to begin with a presentation!
Dave, your comment, “most salespeople think they have to begin with a presentation!” reminds me of a doctor patient relationship.
You are not feeling well; you go to the doctor and are waiting for the doctor to enter the examining room. The doctor enters and starts with, “I attended New Dorp High School and graduated in 1982. I then attended New York University followed by attending medical school at the University of Virginia. When I graduated from medical school I did my internship at Morristown Medical Center where I specialized in Gallbladder surgery. HOW LONG WOULD YOU STAY IN THE EXAMINING ROOM? PS. WOULD YOU SUBMITT TO GALLBLADER SURGERY?
I have on two occasions had the same exact conversation with salespeople. The first guy refused to meet with me alone and refused my business unless my wife was there. I never hired him.
The second salesman didn't realize that I was ready to buy at the moment and suggested that I bring my wife in. When I politely told him that that wouldn't be necessary, he recognized that the sales process was much further along than he had anticipated, he jumped ahead in the process, and we immediately closed the deal. He wasn't about to kill the sale by sticking to some ridiculous script or company policy.
Funny and true article! I enjoyed it.
What happened to "Salesmanship"?
Nick
This is a no-brainor.
A call center representative with a script returned your call.
or it was an inexperienced person who is trying to become a salesman.
If you called me I would have sold you on a complete package which would accommmodate your every need.
I also would have asked about my competitor and I would have known about my value added advantage over his product.
E.G. you want a dozen paper clips.
ok we have the new plastic clips used for your Sales Presentation which have your name and the potential customers name imprinted on the clip.
These become a PREMIUM and also have your telephone number imprinted on them.
Should you decide to order a gross We include a Leather Case for your Laptop.
Thank you all so very much for sharing your thoughts. I truly appreciate you taking the time from your busy schedules to read these Blogs and comment.