So tell me how you really feel about salespeople

[cantdrv55]

Whenever a conversation turns into a discussion of occupations and I say I'm in sales, I swear I see the other guy or gal flinch. What is it about salespeople you don't like? Have you had a really bad experience or something? Tell me about it. You know, not all salespeople sell used cars. There are a lot of us out here who are more of a consultant than someone who just sells you a bill of goods and then are never heard from again.

What would it take to change your mind about my chosen occupation? How would you REALLY like to be treated? How would you characterize a good sales person? I bet there are probably more people who want something for nothing than there are bad salespeople.

[HardDrive]

Well, like you said, there are different kinds of sales. A friend of our family sells medical devices that require him to go into the operation room and work with surgeons on how the device is used. He is certainly not making high pressure sales calls to anyone.

Sorry buddy. There are plenty of top end sales jobs that are professional and more of a consulting type role, but the appliance guys and car salesmen have ruined if for you.

No worries, you could always lie and say you are a lawyer......

[2.7RACER]

To the unknowing, Sales people are viewed as slick, in it for the money, light-weights.
To the various companies employing a sales force, you can be viewed in many ways. Some less than scrupulous companies are only interested in sales volume and usually end up with a sales force that reflects that company.
Most companies are looking for "Profesionals" that care about the customers needs and how to best fill those needs. They take a long term view of their sales force as it is the "face" of the company.
I'm sure you see various reactions from the people you deal with. Your job is to "listen" then advise as honestly as possible.
Even with the very best product or service it isn't possible to make em all happy all the time. Not your fault.
Sales people working with short term relationships such as car salesman are up against it compared to others working with pro buyers and longer term relationships.
When I was asked, my reply was I represent the number one company in our industry and cover the entire western US. At that point it was up to that person to pursue further or change the subject.
Something like talking to a prospect. If they are not interested, don't waste your time or theirs.
Only sales people realize you are on the firing line every day and you are only as good as your last sale.
Some folks can't take the pressure, whether they lack self confidence or rep for a poor product or service.
I'm retired now, but I made more money representing my company and had more fun than I ever imagined as a young man.
It is not a business for the weak. Be strong and sensitive at the same time. And always "listen"

[island911]

isn't everyone selling something?


. . ..even Mother Teresa.

[RANDY P]

I usually try to keep low key about the fact that I'm technically in sales. There's a time and place for everything. Good way to ailenate yourself is to pitch when no one is inquiring.

Learned that years ago, and early in the game.

Unfortunately, some (the poor / broke salespeople) see selling as a set of con lines and pitching gimmicks and they never, ever listen to reason. It makes it tough on the real professionals who only are willing to complete a sale if IT ACTUALLY BENEFITS THE CUSTOMER. It's embarrassing that this profession has this stigma. However some of the highest paid people in the world are salespeople.

True selling is in communication - the ability to get your customer to recognize their own needs and through a process of discovery determine (with your coaching) that what you have is of use. It's not gimmickery or high pressure "buy! buy! buy!" especially if there hasn't been a need defined yet. An even stronger trait of a successful salesperson is the ability for the salesperson to walk the customer when the need simply isn't there. If the salesperson did a good job, the customer will close themselves when presented with the opportunity to buy. Pitch the close too hard before a need is even identified, and you look like shark, and the sale will never stick.

I always coach my guys "not to chase parked cars" - in other words, if it simply isn't a viable deal for both parties I don't let the deal in- even if techincally it's possible. They have to demonstrate that what they're doing is accomplishing one of 3 immovable goals. If no benefit, no deal. Even if it's approvable.

Sales is a process - greeting- discovery-solutions- evaulation of solutions - close. In that order, and no sooner. Poor salespeople (who, indicentally are always the broke ones) don't follow the rules.

Funny how this topic came up. I'm taking a break from writing the latest revision of our training manual. This is a nice refresher.

rjp

[imcarthur]

As everybody above points out, true sales is merely nudging the customer until he talks himself into your product/service. We just steer & cajole & make it impossible to say no.

I was talking yesterday with one of my compatriots & we both agreed that most sales guys fall into it due to deep-rooted insecurity issues . . . but that's another topic . . .

Ian

[Joeaksa]

Everyone is a salesman if they are successful. I was a rep for many years and very good at it, or at least I made a lot of money and some of my customers are still friends, 20 years later.

If you have a good product, rep it well and support it when needed, your clents cannot wait until you return. You are bringing them the tools they need to make money and thats what we all need to stay alive.

Joe A

[Dixie]

Have you had a really bad experience or something? Tell me about it. You know, not all salespeople sell used cars.

You hit the nail on the head.

People flinch because most of the "sales" people they've encountered do not care about the customers needs or desires, and know little or nothing about the product they're selling.





.

[oldE]

Bad sales experiences come from :
Not knowing your product
Not learning or caring about your customers needs
Not connecting product/service with need, either through desire for short-term gain, indifference or ignorance.
I did the Manager/Sales rep thing in small communities in Western Nova Scotia for close to 20 years. I am a firm believer in 'What goes around, Comes around' You might lose a sale today because someone else misrepresented his/her product, but it will get them every time. The customer will remember you promised nothing you couldn't deliver, and will value the relationship you built on respecting his needs. They will be open for business the next time around.
Les

[legion]

When I graduated from college, I swore up and down I would not go into sales.

Why?

Because the sales jobs available to recent college graduates were, by and large, high-pressuure types of positions. Having been a Finance major, the only sales job I could have walked into straight out of college would have been as a financial planner (a.k.a. a stock pusher for a big brokerage).

I understand and appreciate that not all sales jobs are like that, but the ones that most people can land are also the ones that are the least reputable.

[RickM]

I have a lot of respect for people in sales...well, usually.

The one trait I don't appreciate is when the saleperson doesn't know when to "turn it off". One guy I know reps a body shop (IT consultants). When a few of the boys from the office went out for drinks 'n dinner he was invited. Unfortunately this guy wouldn't lose the high pressure sales pitch. Needless to say after a couple of incidents he's on the blacklist.
He accomplished exactly the opposite of his goal.

[legion]

I have ZERO influence on technology decisions. I'm so far down the ladder I don't even know who does. I don't even have business cards because there'd be no point in handing them out. Further, my company has very strict rules about accepting gifts (don't under any circumstances--you will get fired immediately).

I go to conferences to learn about new technologies. I go to meetings with vendors to discuss technology issues. I get the 'hard-sell' quite often. I try to explain that talking to me is a big waste of time and no, I can't accept a free digital camera. It's like I'm talking to my television....

I don't dislike salespeople. My father-in-law sells big-time electrical equipment for a living. It seems that he lives in a different world. The only salespeople I see are car salesman and software vendors...and I've been less than impressed.

[RallyJon]

Of course everyone in business is selling something, but that doesn't mean they're a salesman.

To me, that term applies to a person for whom selling IS the end goal. Not building a business, not satisfying customers, just closing the deal. And those people are loathsome scum.

You can spot them in three minutes of conversation. I was sitting next to a couple at a charity dinner a few months ago. The guy was talking slightly too loud, wearing a slightly too flashy tux, with a big ugly status watch (but not a good one) and an aging former cheerleader kind of wife who was dumb as a post. "Yeah, I'm in pharma now" he was proclaiming loudly, "it's a good gig--better than insurance." Insurance?, someone asked. "Yeah, I got into selling whole life about ten years ago. Great commissions but too much cold calling" Yak yak yak. You know the type. At least when they call, you can just hang up.

[lendaddy]

When I say I'm not interested I mean it, politely say thanks for your time and leave........but you don't You just keep keep trying to needle me until I have to kill you and bury your lifeless body in the median of a nearby expressway.



But otherwise salesmen are great.

[TerryBPP]

Its all depends. Down here there are so many uneducated, classless people in realestate sales that its given the whole game a bad rep. How can you be a professional without a having a highschool diploma? Just becasue they wear a tie doesn't make them a big shot.

I love when you are at a table with coworkers having lunch and taking business and a realestate guy will stand next to you on purpose and talk about his million dollar deals on his cell phone. Make me chuckle everytime.

I realize all sales people are not this way but the majority in South Florida are.

[Dantilla]

Originally posted by RANDY P
to pitch when no one is inquiring.

That about sums it up.

To be successful at sales:
1- Find a need.
2- Fill it.

[dhoward]

Originally posted by island911
isn't everyone selling something?


. . ..even Mother Teresa.

Not any more...

[bigrubberjeep]

I don't concider sales people scum - I'm in sales so I might be a bit biased, but even when I go to a used car dealership, I have respect for the person doing the job of trying to sell me.

Why do I respect them? Because they have a job, there not on the street "asking" for free money. They realise they have a gift, known as the "gift of the gab" and they use it to become productive.

Those that are pushy and don't really look for the customers benefits are no lesser of a person either, they are just not well trained, or trained enough. - Give one of those people with the gift the right training and watch out!!!! They will sell you and you wont even know you just got sold.

[M.D. Holloway]

I have the fortunate task of developing and training the absolute best sales force on Earth. When I sold at GE, we were considered #1 - we closed 50% of the business to went after. Today, with a different company we close just about 100% of the time. How? Simple formula:
1) Train your sales guys to listen more than talk
2) Hire sales guys that are people people and not techno geeks or slimey
3) Have a product that outperforms the competiton (all competition) hands down - price is not important
4) Train train train the heck out of them only to improve their confdense
5) Teach them how to understand what the customer really needs in order to sustain the business - it is cheaper to keep a customer than to find a new one - what is it going to take


Of course marketing has to step up and do smart things as well, but that is a whole other thread...

[craigster59]

If you believe in it, know about it and can stand by it, there's nothing wrong with being an "Outside asisstant to Product Procurement"