I meet with a lot of sales people wanting to sell products and services to my clients. Â I am constantly amazed at how bad sales people can be! Here’s the latest tips I’ve picked up from those meetings.
If I get to the meeting location first it isn’t personal. Â Twice I’ve arrived 5 minutes early for a meeting this week and had the sales rep annoyed. And showed it! Before we’d even been introduced! Â Seriously? Â If you wanted to buy the coffee, buy yours and grab a gift card. Â Don’t get annoyed!
READ our website. Â Seriously. Please. Â Develop a list of questions before the meeting and see if any of the answers are on the website. Â I had one person tell me proudly that he had read the site. Â But then he didn’t understand Â the service my client provides. Â Foolishly, I started worrying we hadn’t written that page clearly. Â After several minutes, he finally confessed that he “looked” at it but didn’t get into the detail. Â Come on people!
You know how sales trainers tell you to repeat back what the person says to show you were listening? Â Unless you are a Freudian therapist, turning the exact words I said into a question is annoying, not demonstrating you were listening. Â One sales rep asked about our target audience. Â I answered and he said, “so I hear you saying [insert my exact words], right?” Without some interpretation or at least changing the order of the words, he was just a parrot. Â Not someone understanding what I needed.
So, the morale here is listen to sales trainers but be smart, think about the intent of the training and be sure to be respectful. Â A sales call isn’t about YOU – it is about THEM. Â Or if you want to work with my clients, its about ME. Â And I get there early. Deal with it.
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