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"What I Hate About Some Sales People Part 2"

Posted by Al Turrisi on Thu, Sep 25, 2008 @ 03:06 PM
  
  
  
  
During my internet research for a product for my company I found three companies that seemed to fit the profile I was looking for. I made contact with each of the companies and received two return phone calls. One of the callers returned my phone call and because he could not reach me at the moment left me a voice mail. I returned his phone call and have yet to receive a response. Throughout the next to weeks the second company and I made several attempts to reach each other. He called me during the day, evenings and weekends until we finally had the opportunity to speak. Here is how the conversation went.

Sales Rep:  Mr. Turrisi.

Me:  Yes.

Sales Rep:  I see you are interested in XYZ product.

Me:  Yes, I am.

Sales Rep:  Good.  Do you see XYZ product as something you can use in your business?

Me:  I do.

Sales Rep:  Do you see that making an investment in this product could help your business?

Me:  Yes, I do, which is why I made contact with your company. I researched your product among others and made a decision that you and one other company most suited my needs.Unfortanely for them they never retuned my call.

Sales Rep:  I see.  So have you made a decision to use our product?

Me:  Yes.

Sales Rep:  Do you know what our product costs?

Me:  Yes. It is a no brainer.

Sales Rep:  So you like our product, it is in your budget, you see it can bring value to your company and you see yourself using it.

Me: YES.  (What I did not say was, "PLEASE LET ME BUY YOUR PRODUCT SO I CAN GET ON WITH MY LIFE!")

Sales Rep:  So when can I get together by phone with you and your wife?

Me:  WHAT!?!

Sales Rep:  I would like to speak with you and your wife to make sure she is in agreement.

Me : Are you kidding me?  Is this a joke?

Sales Rep:  No.  This is our policy.

Me:  Look my friend, I am ready to give you my credit card, make the purchase and become your customer and you want to talk with my wife?

Sales Rep:  Yes

Me:  I can't believe this! I am not buying aluminum siding, replacement windows for my house or deciding on what color to paint our bathroom. I am looking to buy XYZ for my company and my wife is not part of the decision process. With that the sales representative hung up and has not been heard from since. They also continue to send  commercials to my e-mail which I have since blocked.

UUUUUUUUUUGGGGGGGGGGG!!!

 

 

 

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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

posted @ Thursday, September 25, 2008 4:19 PM by AL Turrisi

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...

posted @ Thursday, September 25, 2008 4:29 PM by Dave Kurlan

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? 
 

posted @ Thursday, September 25, 2008 4:56 PM by Al Turrisi

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!

posted @ Thursday, September 25, 2008 5:15 PM by Dave Kurlan

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? 
 

posted @ Thursday, September 25, 2008 8:06 PM by Al Turrisi

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. 
 
 

posted @ Friday, September 26, 2008 9:32 PM by Jeff Devine

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.

posted @ Monday, September 29, 2008 7:58 PM by Tighe Berni

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.

posted @ Sunday, October 05, 2008 9:46 PM by Al Turrisi

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