So, in one of my linked-in groups, someone asked the question “What were the three most noticeable traits of the last bad salesperson you ran into?” And he then posted a link to a blog post he had written. It was an attempt to get people to read the post. However, in this case, people simply answered the question! I originally didn’t even notice the link.
It actually was a good read… Charlie Hauck’s “Growth Dynamics” blog IS a great blog. HOWEVER. I want to continue this entertaining discussion…..
Here’s how my group responded (each block is a different response):
1.Kept asking if I was prepared to make a decision today.
2. Had a set system of what and when he was showing me stuff.
3. A bad hair cut
Having a sales system isn’t such a bad thing if it is fair to both parties. Most selling is done by the seat of the pants which leads to one of the biggest complaints about sales people: they waste too much time. A system that requires listening, nurturing and allowing a person to say no with the same desire and hearing yes is a well managed, fair system. I suspect that when you wire a home or office there is a system to that as well because it saves time and allows you to find mistakes before they hurt you or your customer. Selling can be managed the same way, but too many sales people think they are born with the gift of gab, read BS here, so they don’t work on the craft or the skill required to stand out from the crowd. The bad hair cut, no excuse…
1. Was arrogant. insinuated if I didn’t see the value I wasn’t smart enough to get it. I thought, maybe he was right.
2. Suggested maybe my husband should be present……
3. Closed me to the point where I could see the poor fellow was desperate.
Your last comment is the point that so many sales people need to understand: closing that hard looks, sounds and feels desperate. It may feel like persistent and professional to them, but to the othe side of the conversation, it is desperate. Thanks for sharing.
Charlie (original question poster)
The best sales people are aggressive LISTENERS.
Cheers
Sam (thats ME)
1. Didn’t try to discover “my” needs
2. Never asked me about myself
3. Pushed for a close like a used car salesman in a green suit with a pinky ring. No offense to the rest of used car salesmen. YIKES!!!!!
The woman had bad Cigarette breath and a very low cut blouse on and leaned forward a lot. Tried to tell me how great she was for some of her customers and not how she could help me.
I think she was trying to show you, LOL!
The person who asked if now was a good time to talk and when I responded no, they kept talking anyway.
And, the person who emails me meeting invites constantly for things I have no interest in or are not part of my duties at work.
Big quality necessary for any rapport in relationship is to really seek to
1. listen
2. understand the person in front of you.
“Bad” salespeople feel schmaltzy because they lack genuine caring and rapport. I went to 10 car salesmen before I found the one that didn’t either try to outsmart me (impossible) or give me the hype. I’m into genuinness and I think most people appreciate someone real.
I love stories where someone has walked away from a buying or selling opportunity because the situation didn’t feel right. No doubt you practice that on both sides of the equation regularly.
In our work as Sales Force Development experts we often find that the efforts to bond over football, college life, kids, fishing, vacation spots and the like actually gets in the way of establishing RAPPORT with a prospect. Just because we hung out around the same fraternity or think putting is the hardest part of golf doesn’t mean you trust me or want to do business with me. Developing rapport is a developed skill that requires work, commitment and an ego that doesn’t have to be fed first and most often in a sales scenario.
Can you guess how many people never get the answer to this fundamental question of sales success: When is the moment when a person/prospect actually becomes a true customer?
Many get close, but few ever get the whole answer.
Charlie (original poster)
And for a little entertainment…. remember Glenngarry Glen Ross? This is where us sales people get our motivation. DO NOT WATCH AT WORK OR IF YOU ARE EASILY OFFENDED. FAIR WARNING.
Alright—- so I am curious…. What was one, two, or three of the most noticeable traits of the last BAD salesperson you remember?
Comments are OPEN. And as always, funny is awesome!!!!!
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