Avoid This Stupid but Popular Rookie Sales Mistake
Salespeople make a lot of mistakes, but according to top sales expert and NY Times best-selling author Frank Rumbauskas, this one tops the list!
It’s nearing the end of the month, and as always, sales reps are scrambling to make their quotas, and managers are scrambling to finish big to make their bosses happy.
Therefore, it’s no surprise that I’m getting the usual barrage of sales calls, all while I’m trying to work hard and make my numbers great before the end of the month arrives!
But there’s one sales rep in particular who is driving me nuts, because I most likely WANT to buy from him, but he won’t LET me buy. Insane, right?
Here’s what I mean:
He’s my rep at an existing vendor I’ve already done business with. I received an email from him over a week ago telling me that they’re running a hot year-end special but I’d have to purchase before May 31st to get in on it.
I wrote back and said, “Great, shoot me the info and pricing.” His response? “Let’s schedule a call tomorrow.”
Being buried in work myself I never got around to setting up a time with him. But if he’d just sent me the info, pricing, and how to order, I most likely would have bought.
Fast forward a week: I got the same email. “Frank, we need to talk SOON or you’ll miss out!”
At the time, I was in a tire shop getting a new tire for my car – a huge nasty pothole destroyed one of mine – so I quickly wrote back from my iPhone, “Don’t have time. Send pricing and info. I want it.”
Nope. That’s too difficult for him. He wants to play phone games instead. And with family arriving to visit in two days, guess what? I’m not going to get in on this month-end special. Oh well. I won’t miss it.
But him? He just lost a sale!
And the worst part is he didn’t even have to “sell” me – I basically said, “Yeah I’ll buy, send the info,” but noooooooo… that would be too easy. He’s insistent on doing the whole “steps of a sale” garbage and that just cost him a sale. (I used to work with someone who did this all the time, as you may remember from a previous email.)
People are busy this time of year. In fact, most decision makers are always busy. That’s just a fact of life. So when someone wants to buy, let them buy! Don’t botch the sale by insisting and demanding on a meeting when none is necessary. Your sales numbers will thank you for it!
For more tips like this from Frank, visit his Sales Blog at http://www.nevercoldcall.com/blog/
FJR Advisors, Inc.
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