Coming from a sales & marketing background myself, I am most surprised at “rubbish” that comes out of some salespeople.
What is the objective of sales? To sell and generate revenue yes? And to do that, we need to be good at building relationships a.k.a making your customers like you and feel good about their purchases. I do not think there will be any objections thus far yes?
Here’s my story of what a salesperson OUGHT NOT TO DO….
Was in a local mall having dinner with family and then proceeded to do some shopping. We came across an area of the mall selling Chinese New Year (CNY) ornaments, including hampers and gifts. We stopped by one of the “brand” and was captivated by the packaging and was in fact considering if we should place our orders…
When we say place our orders, it’s because every year, we buy lots of hampers & gifts for our loyal clients. The amount is always above RM10,000 and this is for CNY alone. This figure some may claim to be BIG while some scorn on this number. Anyway, as we were contemplating, this chap came along and offered his assistance.
He asked if we are interested to buy and we were sharing with him our thoughts that we have a regular supplier of whom we have been purchasing from for years. In addition to that we are offered points of which we are entitled to redeem interesting gifts.
Now, if you are a good sales person, what would you say to me?
Would you say
A) Wow…that’s great. Yes, we have no points but we have many happy customers who have since happily forego the other benefits and are our regulars now. (OR)
B) Above RM10000? That’s small. Our customers buy RM20000 and RM30000. In addition to that, add a “scorning ” look to it.
Which is your pick? Which option do you suppose will make you want to buy or offended?
To begin with, we never claimed that RM10000 (min) is BIG number. We were merely sharing our thoughts and this guy had to entertain his super-ego and put down his potential customer. He was quite pleasant looking until he spoke.
Well, we told him we are only small company unlike his BIG customers and that he does not need our business. With that, we left.
Well, it is his loss and not ours. We will happily return to our regular supplier who has provided us good service and shown appreciation for our business.
To all the salespeople out here, here’s a word of advice…
Think before you speak else risk looking like a moron to your prospects while losing business opportunity (permanently) at the same time