It never ceases to amaze me how bad salespeople are at their jobs. To be fair the vast majority of them are setup for failure due to a number of things: improper training, a terrible product, poor pricing for their market, and unreasonable expectations created by their marketing people.
Recently I was shopping around for a service to help one of my clients. I called 3 companies and had a great experience with all of them. I was given the information I was looking for and made sure I could follow up with that same person once my client made their decision before getting off the phone.
When I called the 3rd company everything changed. The first thing the representative told me was that before they gave me any pricing I would have to give them something. In this case that something was my clients information. I was told that this would prevent them from getting ‘shopped’. I was taken quite aback by this for a few reasons:
- I don’t give out my clients information until ready to purchase.
- I am already giving you something: my time to call you about your service.
- I could easily give you false information and still get what I want.
- They already had some prices listed on their website.
- This product is an off the shelf service so you should be able to quote me right away.
Normally I would proceed with the 3rd step but the attitude that this salesperson gave me told me something else:
- I don’t do business with people I don’t like.
So for all salespeople out there and all your super duper training and neat presentations you should remember a few things:
- People buy from people they like.
- The customer isn’t always right, but the customer always pays.
- Don’t look a gift horse in the mouth.
- People don’t buy on price.
Guess what? You are going to be shopped, thats why they call it shopping. Get used to it. If your service is legit then you should be fine with giving out information. Within 4 sentences with this salesperson every aspect of relationship building was gone and I was fuming, so I hung up the phone and recommended their competitors. Oh and this wasn’t a $50 sale it was for $5000.