I have been very fortunate in the past two months to have the opportunity to work with some great sales teams. I have been at the table with groups of “seasoned” sales reps who have been in the trenches for decades. There are many commonalities among all sales reps, but here is one that has really surprised me:
You don’t know when you are being put off.
You have a conversation with a prospect that you think is going really well. And then they lower the boom.
- “Send me samples.”
- “Send me an equipment list.”
- “Call me in a month and we’ll meet.”
Folks, here’s what I need to know from you...When, in the last 10 years, did you ever send samples to a prospect—or send your equipment list—and with no further prompting, the person called you and awarded you work?
I’m not buying it. People do not make their decisions today based on equipment lists or seeing samples. Come on! All the information about your iron is on your website. And, most experts agree: buyers are process agnostic today.
What does that mean? It means...they don’t care HOW the work gets done (on what equipment or by WHOM), but they do care that it gets done on time and on budget and looks pretty.
And samples? Seriously? Any sales rep is going to pick the shop’s most beautiful samples and send those! What do those samples really tell the prospect about who you are, what you stand for, and what it will be like to do business with you? Not a whole heck of a lot.
“Call me in a month?” What will be different in a month? Is the buyer going away to an ashram in India for a month and will therefore not be available to meet with you? This guy is not being genuine. He’s just trying to get you off the phone because he thinks you are just another schlub trying to sell him something. And if you accept that response—Call me in a month.—YOU ARE.
Wake up, fine people. You are not chumps; you’re just allowing yourselves to be treated as if you are. Recognize such phrases for what they are, be READY for them, and have a fantastic response to give prospects. Get over it, and GET THOSE MEETINGS.
Don’t get put off. Please. And thank you.