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re: Companies that give out zero information to sales reps
Posted on 1/22/16 at 8:38 pm to VetteGuy
Posted on 1/22/16 at 8:38 pm to VetteGuy
quote:
That was before Procurement got all snotty with that "ethics" crap from corporate.
I've heard many a great stories from the old timers in the business. Everything from epic fishing and hunting trips to the all afternoon drunkened lunches where people went back to work.
One old guy told me about how he worked at some position of authority offshore in the early 80's and he would get back on land around Christmas time and was told by his vendors to stop by on his way home. They would give him cases of whiskey, a shotgun, golf clubs. You name it.
I'm pretty happy things are much more ethical, but that had to be a pretty interesting time.
1
Posted on 1/22/16 at 9:10 pm to Dick Leverage
No one wants to read a book by some blowhard who thinks he knows better than anyone else. We get it, you think highly of yourself.
I know for a fact that plenty of people in this thread are better salespeople than you are but don't feel a need to prove it with some anecdotal story.
Why don't you offer advice instead of boasting, Dick?
I know for a fact that plenty of people in this thread are better salespeople than you are but don't feel a need to prove it with some anecdotal story.
Why don't you offer advice instead of boasting, Dick?
Posted on 1/22/16 at 9:46 pm to tigersownall
quote:
New to the sales game myself. How do I sell shite to people who aren't buying?
Only sell a product or service that companies actually need and/or use.
Posted on 1/23/16 at 10:14 am to OMLandshark
You are the man
Posted on 1/23/16 at 10:15 am to JOHNN
The absolute worse things a salesperson can do to get my time:
1. Stop by just because "they were in the neighborhood"
2. if you get an appointment, realize my time is valuable too and I don't have all day to shoot the breeze
3. Try to make an appointment to see me every other week even if I've never bought anything from you
I work in o&g, and lately I've been requests from every tom, dick, and Harry crawling out the woodwork
1. Stop by just because "they were in the neighborhood"
2. if you get an appointment, realize my time is valuable too and I don't have all day to shoot the breeze
3. Try to make an appointment to see me every other week even if I've never bought anything from you
I work in o&g, and lately I've been requests from every tom, dick, and Harry crawling out the woodwork
Posted on 1/23/16 at 10:25 am to TJG210
Calling regularly is gonna happen. When you need something that dickhead who always is in your face is probably gonna be the first person you think of.
Posted on 1/23/16 at 10:27 am to TJG210
quote:
Stop by just because "they were in the neighborhood"
So a salesperson is supposed to just keep driving by your office and never prospect for new customers? They shouldn't be time/fuel efficient? Even if they just had a good meeting with your competition next door and they are offering a product or service you may benefit from as well?
quote:
if you get an appointment, realize my time is valuable too and I don't have all day to shoot the breeze
Agreed. A good salesperson should be able to read what type of personality you have. Some people like to shoot the shite while others are down to business.
quote:
Try to make an appointment to see me every other week even if I've never bought anything from you
So a salesperson shouldn't try and get new business? C'mon man, if sales people did what you are suggesting then they would be broke.
Posted on 1/23/16 at 10:35 am to CajunAlum Tiger Fan
quote:
No one wants to read a book by some blowhard who thinks he knows better than anyone else. We get it, you think highly of yourself.
I know for a fact that plenty of people in this thread are better salespeople than you are but don't feel a need to prove it with some anecdotal story.
Why don't you offer advice instead of boasting, Dick?
Exactly, he's just writing a book saying how awesome he is instead of actually giving simple advice to struggling sales reps. Dick, cold calling is required in most sales jobs. I sell capital equipment to a variety of different companies, and the sagely advice Dick is offering just isn't going to work.
Here's another free piece of advice on how a cold call should go:
1) Introduce yourself and your company- Pretty straight forward. Be polite with it as well.
2) Give them the purpose for your call- Be concise and to the point. "Awareness" is a great word to use on this part of the call. This is also the point in the call where they can transfer you to someone else if you're speaking with the wrong person.
3) Give your value proposition- Once they know the purpose, briefly tell them the value in what you can bring their company and what you have done for your other customers. You end this portion with "consideration". If you did your job right, they will start talking and providing you with information.
4) If the value prop has them engaged, continue asking questions and ask for an in-person meeting.
Do those 4 steps in that exact order, and I promise you that you will get more meetings. I may now make 30 phone calls a week and have 10 meetings every single week. One of my colleagues has to make 120 to get the same amount. You may roll your eyes at the structure of a sales call, but once you can make it organic and your own, then it should work.
Posted on 1/23/16 at 10:43 am to NewIberiaHaircut
quote:
So a salesperson shouldn't try and get new business? C'mon man, if sales people did what you are suggesting then they would be broke.
People responsible for buying that don't talk to a variety of vendors are often not interested in doing the work necessary to find the best option today for their business. The existing vendor will often take advantage of this so a buyer should always maintain relationships with multiple vendors and savvy buyers understand this.
Posted on 1/23/16 at 10:47 am to Ryno_Kill
quote:
Companies that give out zero information to sales reps... Bad business or good policy?
I think it is a good policy, as it is pretty easy to get inundated with sales calls to the point that you can't get your work done. If I am unavailable, I would generally like people to leave me some info on their product and I will contact them if I am interested.
as for the receptionist not giving you her name, sounds to me like you just caught her at a bad time...
Posted on 1/23/16 at 10:51 am to Spankum
quote:
If I am unavailable, I would generally like people to leave me some info on their product and I will contact them if I am interested.
A sales person would starve if he did this. I won't leave information with someone I haven't met with. It's either going into the trash or the spam folder. Leaving behind brochures isn't sales, it's marketing, and crappy marketing at that. If I did this, I'd honestly expect to hear back from around 1% of them.
This post was edited on 1/23/16 at 11:04 am
Posted on 1/23/16 at 10:53 am to OMLandshark
Another impressive post.
People that understand what you wrote will understand consultative sales. The real sharp guys will also be able to turn those first orders into long term relationships, which should be the ultimate goal.
People that understand what you wrote will understand consultative sales. The real sharp guys will also be able to turn those first orders into long term relationships, which should be the ultimate goal.
Posted on 1/23/16 at 11:10 am to OMLandshark
quote:
A sales person would starve if he did this. I won't leave information with someone I haven't met with. It's either going into the trash or the spam folder. Leaving behind brochures isn't sales, it's marketing, and crappy marketing at that. If I did this, I'd honestly expect to hear back from around 1% of them.
interesting...I really had no idea that most people were motivated more by the salesman than the actual need for the product.
I do have a question for you...I attend lots of industry trade shows. I generally like to stop by and chat with all of the vendors a bit. Is it offensive to the vendors for me to decline taking their literature if I just have no need at all for their product or should I take the literature as a courtesy and throw it away later?
Posted on 1/23/16 at 11:38 am to Spankum
quote:
I do have a question for you...I attend lots of industry trade shows. I generally like to stop by and chat with all of the vendors a bit. Is it offensive to the vendors for me to decline taking their literature if I just have no need at all for their product or should I take the literature as a courtesy and throw it away later?
Take it and throw it away. I can sometimes take it personally if someone won't even take the literature. I do know that a large portion of the time that the literature is going in the trash can, but at least I don't feel like I fail as a sales person to have at least somewhat engaged someone.
Posted on 1/23/16 at 12:54 pm to notiger1997
I was actually knda joking.
I'm in enterprise IT contracts, primarily with federal and prime contractors.
For years, at least since the 80s, those folks are pretty strict. A lunch here or there, and maybe doughnuts for the Help Desk and that's about it.
To be honest, if hunting trips wins their business it probably ain't worth having, IMO.
I understand that things are different in the private sector, but I'd be cautious around people like that.
I'm in enterprise IT contracts, primarily with federal and prime contractors.
For years, at least since the 80s, those folks are pretty strict. A lunch here or there, and maybe doughnuts for the Help Desk and that's about it.
To be honest, if hunting trips wins their business it probably ain't worth having, IMO.
I understand that things are different in the private sector, but I'd be cautious around people like that.
Posted on 1/23/16 at 1:02 pm to TJG210
1. I work for a company where the guys get the sales and the actual service. The best time to stop in on a potential prospect is when you "are in the neighborhood" servicing a current customer. Sometimes when I mentioned that I was servicing so and so next door or down the road, alot of guys would perk up and listen bc they knew they were their competitor. I always mentioned that I knew they were really busy and if they didnt have a few minutes to talk, Id love to schedule a brief meeting with them to see if we could save them some money or make things easier for their guys. Some guys are really pushy and some arent. To me, you have to feel that person out on how you approach them. The key with any sales call though is having confidence from the moment you step out of your car to when you get back in.
2. As far as your time being valuable, a good salesman will know this bc our time is valuable as well. Just as you expect us to respect your time, its amazing how many people dont respect ours. Its ok to say "We are under contract with X company right now" or "come see me at the beginning of the year when I have more time to talk". I will say though, if you tell me to come back at the beginning of the year, Im going to be back the first or second week of Jan and say to you, "you told me to come back at the beginning of the year so lets talk about what we can do for you."
3. Stopping by on a regular basis is the easiest way to gain a client, especially in my field. I want you to see us more than you see the service rep of our competitor. I have a sign on my wall posted that states, "if you arent taking care of your customer, your competitor will" and thats the truth with any field. Its blows my mind that there are companies out there that WANT to give you their hard earned money, and they cant get good service. Thats the beauty of working for a company that gives unlimited earning potential. If you are motivated to earn money, you will do what it takes to earn more money. Those that arent motivated are the guys that constantly go from sales job to sales job.
Now in regard to seeing every Tom Dick and Harry lately, thats because most companies are open to buying or changing vendors because they have a new budget for the year. Towards the end of the year, that budget is typically really thin.
Sorry for being long winded but there are reasons that really good salesman make the money they make and are able to keep certain customers for a long long time.
2. As far as your time being valuable, a good salesman will know this bc our time is valuable as well. Just as you expect us to respect your time, its amazing how many people dont respect ours. Its ok to say "We are under contract with X company right now" or "come see me at the beginning of the year when I have more time to talk". I will say though, if you tell me to come back at the beginning of the year, Im going to be back the first or second week of Jan and say to you, "you told me to come back at the beginning of the year so lets talk about what we can do for you."
3. Stopping by on a regular basis is the easiest way to gain a client, especially in my field. I want you to see us more than you see the service rep of our competitor. I have a sign on my wall posted that states, "if you arent taking care of your customer, your competitor will" and thats the truth with any field. Its blows my mind that there are companies out there that WANT to give you their hard earned money, and they cant get good service. Thats the beauty of working for a company that gives unlimited earning potential. If you are motivated to earn money, you will do what it takes to earn more money. Those that arent motivated are the guys that constantly go from sales job to sales job.
Now in regard to seeing every Tom Dick and Harry lately, thats because most companies are open to buying or changing vendors because they have a new budget for the year. Towards the end of the year, that budget is typically really thin.
Sorry for being long winded but there are reasons that really good salesman make the money they make and are able to keep certain customers for a long long time.
Posted on 1/23/16 at 1:07 pm to JOHNN
Those are all good and I and will tell you (the board) the most successful sales people are the ones that work the hardest. (especially in the beginning of your career while you are building your base)
That means being early, returning calls, customer communication after the sale.
All this only works if you (your company) deliver on what you promise.
That means being early, returning calls, customer communication after the sale.
All this only works if you (your company) deliver on what you promise.
Posted on 1/23/16 at 1:24 pm to NewIberiaHaircut
I think some of the things I said may have come across a little heavy handed:
Make an appointment, I'm honestly very open to meeting with lots of folks but I like to know at least a day in advance so I can give them a fair allotment of time.
Sometimes I like to bs, but if I'm strapped for time.....ill mention this and expected for folks to understand.
Yes, but I don't need to see someone every couple weeks just to bs....believe me, I do my best to stay current on suppliers and learning new products/companies. In fact I often facilitate and set up the lunch and learns for the office.
quote:
So a salesperson is supposed to just keep driving by your office and never prospect for new customers? They shouldn't be time/fuel efficient? Even if they just had a good meeting with your competition next door and they are offering a product or service you may benefit from as well?
Make an appointment, I'm honestly very open to meeting with lots of folks but I like to know at least a day in advance so I can give them a fair allotment of time.
quote:
Agreed. A good salesperson should be able to read what type of personality you have. Some people like to shoot the shite while others are down to business.
Sometimes I like to bs, but if I'm strapped for time.....ill mention this and expected for folks to understand.
quote:
So a salesperson shouldn't try and get new business? C'mon man, if sales people did what you are suggesting then they would be broke.
Yes, but I don't need to see someone every couple weeks just to bs....believe me, I do my best to stay current on suppliers and learning new products/companies. In fact I often facilitate and set up the lunch and learns for the office.
This post was edited on 1/23/16 at 1:32 pm
Posted on 1/23/16 at 1:30 pm to Spankum
quote:
...I really had no idea that most people were motivated more by the salesman than the actual need for the product.
First, "salesman" is a broad term, right?
If you go to a car lot, you already have a need, so while the salesman may show you features of his particular car he isn't identifying a need.
Now, if you have a large organization with a lot of IT, a salesman may be able to identify a "need" you didn't know about.
Two different types of selling and while the latter could do the former's job, it is very doubtful a car salesman could do anything else.
Posted on 1/23/16 at 1:44 pm to Spankum
quote:
I do have a question for you...I attend lots of industry trade shows. I generally like to stop by and chat with all of the vendors a bit. Is it offensive to the vendors for me to decline taking their literature if I just have no need at all for their product or should I take the literature as a courtesy and throw it away later?
Id always take the literature no matter what bc you never know when you could use our products or services. I went to a trade show in Dec and just the other day happened to remember a product I saw there which I initially thought Id never use. I always give brochures and pamphlets to my daughters to play with and Im sure my wife thought I was crazy as I was rumbling through their "play school" things looking for that brochure lol
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